Ali Farrokhi-Sefat, Mohammad Sheikhalishahi, Ata Allah Taleizadeh
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Integrated Optimization of Pricing, Maintenance Strategies, and Market Coverage: A Bargaining Model for Full-Service Contracts With Loss-Averse Participants
As industries increasingly outsource their Maintenance, Repair, and Overhaul (MRO) programs to third-party service providers, Original Equipment Manufacturers (OEMs) seek to expand their market share by providing comprehensive MRO packages along with the original products at a bundled price. This study introduces a bargaining model that jointly optimizes pricing, maintenance policies, and OEM's market coverage, considering participants' gain/loss behaviors within the Full-Service Product System (FSPS) contracts framework. We first provide closed-form analysis for various scenarios in a one-on-one bargaining negotiation, resulting in significant computational efficiency and insightful managerial implications. It also enables us to expand the problem to multiple contracts and develop an algorithm that simultaneously optimizes client density, profitability, pricing and MRO policies. The findings indicate that when players' profits fall short of their reference point, a more loss-averse approach results in increased personal profit and less favorable outcomes for the opponent. We further enrich our findings by conducting a sensitivity analysis of the parameters affecting the pricing, MRO policies, and market coverage.
期刊介绍:
ASMBI - Applied Stochastic Models in Business and Industry (formerly Applied Stochastic Models and Data Analysis) was first published in 1985, publishing contributions in the interface between stochastic modelling, data analysis and their applications in business, finance, insurance, management and production. In 2007 ASMBI became the official journal of the International Society for Business and Industrial Statistics (www.isbis.org). The main objective is to publish papers, both technical and practical, presenting new results which solve real-life problems or have great potential in doing so. Mathematical rigour, innovative stochastic modelling and sound applications are the key ingredients of papers to be published, after a very selective review process.
The journal is very open to new ideas, like Data Science and Big Data stemming from problems in business and industry or uncertainty quantification in engineering, as well as more traditional ones, like reliability, quality control, design of experiments, managerial processes, supply chains and inventories, insurance, econometrics, financial modelling (provided the papers are related to real problems). The journal is interested also in papers addressing the effects of business and industrial decisions on the environment, healthcare, social life. State-of-the art computational methods are very welcome as well, when combined with sound applications and innovative models.