Séminaires

The Impact of Manufacturer SPIFFs on a Supply Chain with Retailer-hired Sales Agent

Information Systems and Operations Management

Intervenant : Neda Ebrahim Khanjari
Assistant Professor in Management , The School of Business, Rutgers University

3 octobre 2014 - HEC Paris - Campus Jouy en Josas - Bâtiment S - Salle S119 - De 10h30 à 12h00


In many industries, manufacturers pay commissions to retailer-hired sales agents to boost the demand for the manufacturers' products, and this type of payments are often called sales incentive fund (spiff). In this paper, we study the implications on the supply chain performance when a retailer hires sales agents but a manufacturer may obtain the capability to directly pay commissions to the retailer's sales agents. We show that when a manufacturer obtains the capability to pay spiffs directly to retailer-hired sales agents, the exact value of the wholesale price charged by the manufacturer to the retailer does not affect the equilibrium profits of the supply chain members, the effort level of retailer-hired sales agents, and the retail price of the retailer. In addition, when the manufacturer's wholesale price is exogenous, the retailer always benefits when the manufacturer obtains the capability to pay spiffs to retailer-hired sales agents, but the manufacturer benefits only if the manufacturer's wholesale price is large enough. Furthermore, we show that while spiff payments may not be necessary to help improve the supply chain performance when the manufacturer's wholesale price is exogenous, when the manufacturer's wholesale price is endogenous, having the capability of paying spiffs directly to retailer-hired sales agents by the manufacturer can increase the the supply chain's profit but decreases the manufacturer's profit. Consequently, if the manufacturer and the retailer can work out a transfer payment plan when the manufacturer builds its capability to directly reward retailer-hired sales agents, the manufacturer can invest in its capability of rewarding retailer-hired sales agents directly to coordinate the supply chain. In this case, the retail price charged by the retailer would become the same as the price charged by an integrated channel.

Ethical Hacking & Cyber Security Awareness

Information Systems and Operations Management

Intervenant : Mr. Sankarraj Subramanian
renowned international speaker, certified ethical hacker (CEH) & cyber security consultant with 13 years of experience in this field

9 novembre 2018 - HEC CAMPUS ROOM: T206 - De 10h30 à 12h30


In the current era of Internet enabled devices progressing towards the world of Internet of Things (IOT), there is a growing threat to the privacy and security of all the Internet users. Moreover, the rapid growth of mobile phone users is augmenting this problem. Given the current scenario of our growing dependence on Internet and mobile phones, there is a pressing need to understand the basics of our online vulnerabilities and cyber security. With this objective in view, this seminar will introduce the audience to:-



· Possible attacks that might happen to mobile devices leading to loss of data and other credentials and how to prevent such a situation.



· Hardware hacking, which explains how electronic devices can be a victim of virus attacks & RAT's; and the countermeasures that can possibly be adopted.



· Email security, with a view to protect emails from malicious hackers.



· Website security, where it is explained how Google can be used to extract information from the databases.



· Data recovery options, which are much needed for all removal storage mediums.



· Mobile tracking, which explains tracing lost mobile phones and the preventive mechanisms that can perhaps be adopted.

Examining the Impact of Ridehailing Services on Public Transit Use

Information Systems and Operations Management

Intervenant : Gordon Burtch
Assistant Professor of Information Systems & Decision Sciences (Carlson School of Management - Minnesota University)

6 octobre 2017 - Salle Bernard Ramantsoa Bâtiment V - De 14h00 à 15h30


We examine the impact that ridehailing services (e.g., Uber, Lyft) have had on the use of various modes of public transportation in the United States, via a city-level analysis. We first evaluate these effects by exploiting the temporally and spatially staggered entry of Uber across the United States. Recognizing that the timing and location of Uber’s entry is likely to be endogenous with respect to dynamic variables that reflect a local economic environment, we introduce a novel time-series matching procedure that can deliver plausible identification under a difference-in-differences estimation framework. Subsequently, we re-evaluate the effects by exploiting a natural experiment in which the Google Maps application incorporated Uber and Lyft services into its transit / direction recommendations. Under both identification strategies we find consistent results. Our estimates indicate that ridehailing service entry has lead to significant reductions in the utilization of road-based, short-haul public transit services (e.g., bus), yet increased utilization of rail-based and long-haul transit services (e.g., subway, commuter rail). Finally, we show that resulting cannibalization and complementarity effects are attenuated and amplified, respectively, by transit agencies’ quality of service.

Short Bio:

Gord is an Assistant Professor of Information & Decision Sciences and Jim & Mary Lawrence Fellow at the University of Minnesota's Carlson School of Management, as well as a Consulting Researcher with Microsoft Research NYC. His research, which focuses on the economic evaluation of information systems, employs empirical analyses rooted in econometrics and field experimentation to identify and quantify the drivers of individual participation in online social contexts. His work has been published in a variety of top tier outlets, including Management Science, Information Systems Research, MIS Quarterly. In 2014, Gord won the ISR best paper award, and in 2016 he won the ISR best reviewer award. He holds a PhD from Temple University’s Fox School of Business, as well as Bachelor of Engineering and MBA degrees from McMaster University’s DeGroote School of Business

Heterogeneity of Reference Effects in the Competitive Newsvendor Problem

Information Systems and Operations Management

Intervenant : Anton Ovchinnikov
Associate Professor & Distinguished Professor of Management Science & Operations Management , Smith School of Business, Queen‘s University

24 mars 2017 - Salle Bernard Ramanantsoa (Bâtiment V) - De 11h00 à 12h30


​This paper examines two recently-proposed reference effect formulations for the newsvendor problem and extends them to a competitive setting. The analysis of the resultant game shows that the heterogeneity of newsvendors’ reference effects can explain multiple regularities observed in recent experimental studies of newsvendor competition. Specifically, the observations that a behavioral newsvendor may effectively ignore the orders of the competitor, receive a significantly smaller profit, and over-order when there is no expected demand overflow can all be attributed to the heterogeneous reference effects in our model’s equilibrium. ​

Improving Environment, Health and Safety in Supply Chains: Some Preliminary Studies

Information Systems and Operations Management

Intervenant : Christopher S. Tang
Carter Professor of Business Administration, , UCLA Anderson School

17 mars 2017 - Salle Bernard Ramanantsoa - De 11h00 à 12h30


Many factories in developing countries have serious Environment, Health and Safety (EHS) issues. Due to inconsistent law enforcement, limited progress has been made. What can be done? This is an open research topic that operations management and supply chain researchers should explore. I plan to share some of my preliminary studies in this presentation.

Consumer Choice Under Limited Attention and Implications on Firm Decisions

Information Systems and Operations Management

Intervenant : Tamer Boyaci
Professor of Management Science, the Michael Diekmann Chair in Management Science, and Director of Research, , ESMT Berlin

3 mars 2017 - Salle Bernard Ramanantsoa - De 11h00 à 12h30


Facing an abundance of product choices and related information, but with only limited time and attention to evaluate them, consumers have to come to grips with how much and what type of information to pay attention to (and what to ignore), and make product choice and purchase decisions based on this partial information.
Evidently, it is often times easier to obtain information about some products then others (by the very nature of the product or simply because it is offered in an assortment and readily observable, among other reasons). At the same time there may be similarities (i.e., correlations) among products such that as the customer learns about a particular product, he/she may do so about another one.

Utilizing rational inattention theory, we present a general discrete choice model that describes the choice behavior of customers who optimally acquire information about available options with ex-ante uncertain values through potentially different channels with different costs. Customers trade-off the benefits of better information obtained by asking questions (and receiving informative signals) with the associated cost. We quantify acquired information and its cost through a novel function based on (Shannon) mutual information. Solving the consumer’s choice problem, we analytically characterize the resulting optimal choice behaviour. Some special cases of this model (including the generalized multinomial choice) are analyzed to illustrate key properties.

We then turn our attention to the applications of this choice model to business operations. We study assortment decisions of a seller as well as pricing decisions, demonstrating the implications of salient factors such as limited attention, cost of information, and correlations among products. Finally, we show how limited time and attention shapes the learning behaviour of the seller and its ordering strategies in a newsvendor setting.

Contacts  


Informations Systems and Operations Management


Campus HEC Paris
1, rue de la Libération
78351 Jouy-en-Josas cedex
France

Faculté  

Xitong LI

Information Systems and Operations Management (GREGHEC)

Voir le CV

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