Annualized hours as a capacity planning tool in make-to-order or assemble-to-order environment: An agricultural implements company case

Capacity planning is one of the most important elements for an efficient production planning and control system. It is even more important when the main strategies to fulfil sales requirements are make-to-order (MTO) or assemble-to-order (ATO). Neither MTO or ATO companies keep finished products in stock which means that production level is driven by actual sales figures. Therefore, it is very important to have an available capacity as flexible as possible to meet sales requirements. Annualized hours (AH) is a work time control system that helps in increasing the flexibility of available capacity. The main rule of the AH system is to hire employees to work a certain number of hours on a yearly basis. Following some other pre-defined rules and limits, the AH system allows a company to adjust weekly available time in order to reduce idle capacity or to fulfil requirements that could mean overtime. This paper proposes a linear programming model to plan the operations using AH. This model has been implemented in a company that produces agricultural implements, showing that it is very simple to use. It is producing excellent practical results.     

A Mobile Platform's In‐App Advertising Contract Under Agency Pricing for App Sales

Unlike advertising in traditional media, a mobile platform's in‐app advertising market exhibits two unique features—split structure of the mobile platform with a platform owner and an app developer jointly provisioning in‐app advertising, and agency pricing for app sales. We develop a two‐sided market model to analyze the role of these two unique features in determining the platform owner's optimal advertising revenue‐sharing contract. Our results reveal an interesting N‐shaped dynamic regarding the platform owner's optimal choice of her ad revenue share with respect to the overall advertisers’ valuation of in‐app ads. We identify a between‐agent subsidization strategy for the platform owner, where she finds it optimal to subsidize the developer via the advertising channel, leading to greater profits for both of them. We find that the advertising revenue‐sharing contract under agency pricing for app sales leads to a higher app price than would be offered by the integrated platform found in traditional advertising. However, the ad price is coordinated under the platform owner's optimal choice of ad revenue share when she obtains revenue from both the advertising and app sales channels, leading to an alignment of her interest with the app developer's on ad level.     

员工动机对双元销售行为的影响研究:传统性的调节作用

营销人员经常面临现有产品销售和新产品销售之间的悖论,需要采用不同的方式来应对两种销售行为之间的冲突。本研究根据内外动机理论,探究不同动机影响下的销售行为,同时揭示国人的传统性对动机与产品销售两者关系的调节作用。本研究开发了中国情境下的双元销售行为量表,具有良好的信度（0.896）。实证结果表明：（1）内在动机与现有产品和新产品的双元销售行为之间呈现显著的正相关关系,外在动机与现有产品和新产品的双元销售行为呈不显著的正向关系。（2）中国传统性对营销人员的产品销售行为的直接影响作用非常显著,但传统性与内外动机的调节作用表现出多样性。（3）传统性与内在动机的交乘项对双元销售行为起不显著的负向调节作用。（4）传统性与外在动机的交乘项对现有产品销售起不显著的正向影响,对新产品销售起不显著的负向影响。     

The myth of aggregate planning

Abstract

Abstract. An empirical study explores the business environment, the nature of manufacturing, and the planning cycle, using a sample of enterprises with seasonally-biased sales profiles for their products. This enables both the principles and the practicalities of aggregate planning to stand comparison with the observed rubric of manufacturing management. The conclusion is that neither is germane to industry, and that, in general, practitioners develop an effective (broad) manufacturing strategy with an appropriate resources-acquisition programme. The master production schedule then strikes an acceptable balance between productivity, flexibility, and financial risk.     

The Use of Video Modeling,Prompting, and Feedback to Increase Credit Card Promotion in a Retail Setting

We evaluated the use of video modeling, role play, prompting, and feedback to increase credit card promotion by sales associates in a retail setting. We first used the Performance Diagnostic Checklist (Austin, 2000 Austin, J. 2000. “Performance analysis and performance diagnostics”. In Handbook of applied behavior analysis, Edited by: Austin, J. and Carr, J. E. 321–349. Reno, NV: Context Press.  [Google Scholar]) to identify the variables contributing to the poor performance of two sales associates. Based on the results, we developed an intervention package that included a video model, instructional prompt cards, role play, and feedback. During baseline, target employees asked a mean of 26% of customers to enroll in the credit card program. Following intervention, target employees asked a mean of 84% of customers to enroll in the credit card program. Furthermore, employees rated the intervention as enjoyable, as effective, and as a system that they would continue to use. The results illustrate the effectiveness of video modeling, prompting, and feedback in increasing credit card promotions and delivering critical information about the card to daily customers.     

Managing the Risk of Aggressive Dog Behavior: Investigating the Influence of Owner Threat and Efficacy Perceptions

Aggressive behavior in pet dogs is a serious problem for dog owners across the globe, with bite injuries representing a serious risk to both people and other dogs. The effective management of aggressive behavior in dogs represents a challenging and controversial issue. Although positive reinforcement training methods are now considered to be the most effective and humane technique to manage the risk of aggression, punishment‐based methods continue to be used. Unfortunately, there has been little scientific study into the various factors influencing whether dog owners choose to use positive reinforcement techniques to manage aggression in their dogs. As such, current understanding of how best to encourage and support dog owners to use these methods remains extremely limited. This article uses a survey methodology based on protection motivation theory (PMT) to investigate the factors that influence owner use of positive reinforcement methods to manage aggressive behavior, in an attempt to understand potential barriers and drivers of use. In addition, the article provides an initial exploration of the potential role of wider psychological factors, including owner emotional state, social influence, and cognitive bias. Findings show that the perceived efficacy of positive reinforcement methods and the perceived ability of owners to effectively implement the technique are both key factors predicting future intentions and current reported use. Future interventions should focus on enhancing owner confidence in the effective use of positive reinforcement techniques across multiple scenarios, as well as helping owners manage their own emotional responses when they encounter challenging situations and setbacks.     

RETAIL INVENTORY CONTROL WITH LOST SALES,SERVICE CONSTRAINTS,AND FRACTIONAL LEAD TIMES

This paper describes a periodic review, fixed lead time, single-product, single-facility model with random demand, lost sales and service constraints that was developed for potential application at a Western Canadian retailer. The objective of this study was to determine optimal (s, S) policies for a large number of products and locations. To this end, we evaluate the long run average cost and service level for a fixed (s, S) policy and then used a search procedure to locate an optimal policy. The search procedure is based on an efficient updating scheme for the transition probability matrix of the underlying Markov chain, bounds on S and monotonicity assumptions on the cost and service level functions. A distinguishing feature of this model is that lead times are shorter than review periods so that the stationary analysis underlying computation of costs and service levels requires subtle analyses. We compared the computed policies to those currently in use on a test bed of 420 products and found that stores currently hold inventories that are 40% to 50% higher than those recommended by our model and estimate that implementing the proposed policies for the entire system would result in significant cost savings.     

Implementation of manufacturing strategy: A select study of Indian process companies

This paper presents findings of an extensive survey of Indian process companies. Based on the survey, three companies have been selected for detailed case studies. Their experiences in the manufacturing strategy process are analysed. Although the companies represented diversity in terms of product type, sales volume, longevity and geographic location, they shared several commonalities including use of advanced manufacturing technologies. The process of strategy formulation varied among the companies in terms of participants, complexity and degree of formalization. Competitive priorities, order winners and critical success factors are identified for these companies. Based on strategic manufacturing issues, manufacturing competence index for the companies has been worked out.     

Using Control Charts to Analyze Baseline Stability

Abstract

The present study attempted to further existing literature on increasing safe driving practices through visual prompts by targeting turn signal use at a 4-way intersection. Drivers exiting a university parking garage were presented with a visual prompt (“Please Signal and Drive Safely”) and then observed for turn signal use while entering an intersection a short time later. In addition, the effectiveness of posted signs (passive prompting) was compared to signs held by a student volunteer (mediated prompting) using a reversal (ABACA) design. The interventions increased turn signal use from a baseline of 68% to 89% and 85% for passive prompts and mediated prompts, respectively.     

考虑信息不对称的电子市场动态契约设计

近年来,伴随着互联网技术的快速发展以及电子商务在广大消费者中的日益普及,以淘宝网、eBay等为代表的电子市场的销售规模和交易金额都实现了跳跃式的增长。但是,在买卖双方交易数量快速增加的同时,提供交易平台的电子市场所有者始终缺乏有效的收费模式来实现自身的利润最大化,这一窘境已经得到产业界和学术界越来越多的关注。当前,各类电子市场大多采用的收费模式是以每个卖家前一期的销售历史来预测该卖家下一期的销售数量,并以此作为基准来动态更新电子市场对于该卖家下一期的收费标准。这种收费方法暗含的假设是相邻周期间产品销量为强正相关,但忽略了产品销量因季节性、流行性、替代产品威胁等各类因素影响而导致的更加复杂的中长期变化趋势。针对这一问题,本文为电子市场所有者提供了一类新的个性化动态契约机制。这种契约机制假设相邻周期的产品销量服从联合正态分布,在每个周期开始前,卖家能够充分考虑到各类因素的影响,从而对于下一期销量做出比电子市场所有者更准确的条件预期。但是,卖家对于相邻周期销量间的相关系数的观测属于私有信息,为了诱导卖家披露这一私有信息,电子市场所有者在每周期开始前需要根据该卖家上一周期的实际销售数量向卖家提供一系列契约（a menu of contracts）供卖家选择。本文构建了这种个性化动态契约的参数优化问题。求解结果揭示了一个简单的决策准则,即最优的契约参数可以表示为关于上述相关系数的failure rate的函数。通过一组数值试验,本文将这种契约与其他三类契约进行了对比,验证了这种契约能够充分地利用卖家的私有信息来提升电子市场所有者的利润。本文所述的契约机制在互联网环境下具有较强的可操作性,因此可以为电子市场所有者提供直接的管理参考和决策依据。     

Quantitative risk assessment of rabies being introduced into mainland France through worldwide noncommercial dog and cat movements

France has been rabies-free among nonflying mammals since 2001. Despite this status, the rabies virus has been introduced several times through noncommercial pet movements, posing a threat of infection by this 100%-lethal zoonosis among local animal and human populations. To quantify the risk of rabies being introduced through worldwide noncommercial dog and cat movements, we performed a quantitative risk assessment using stochastic scenario tree modeling. The mean annual probability of at least one rabies introduction incident was 0.35 (median: 0.24, 90% prediction interval (PI) [0.04; 0.98]) and the mean annual number of rabies-infected pets introduced through pet movements was 0.96 (median: 0.27, 90% PI [0.04; 3.88]). These results highlight a nonnegligible, even high risk due to the associated consequences of such events. In alternative scenario testing, preventive anti-rabies vaccination proved to be an effective measure since removing the vaccination requirement led to a > 15-fold increase in risk. The serological testing requirement had less of an effect (approximately two-fold increase when removed) and the posttest waiting period to ensure that antibodies were not linked to an infection had a negligible effect. Any change in pet owner compliance, especially regarding vaccination, could have a major impact on the risk. This study also shows that reinforced border control staff training could be more effective in reducing risk than more frequent checks. These results provide quantitative data for assessing the probability of the rabies virus entering France, and could help policymakers decrease this risk in rabies-free areas.     

Using Lean Six Sigma to improve mobile order fulfilment process in a telecom service sector

This study proposes and follows a specific and systematic framework for implementing Lean Six Sigma (LSS) methodology in a telecom company in order to improve customer satisfaction by minimizing the company’s response time to customer requirements. The goal of this study was achieved by utilizing several LSS tools under five phases of the DMAIC methodology. Unlike previous studies in the telecom sector that used only qualitative method, in this study, both qualitative and quantitative methods were utilized to draw meaningful conclusions. As a result of the implementation of the LSS methodology, the average order fulfilment lead time for sales orders (SO) and value-added service (VAS) orders was reduced from 10.3 to 5.9 days and from 1.5 to 0.5 days, respectively. The reduction in lead time resulted in an increase in the sigma level for SO and VAS orders from 0.44 to 1.26 and from 0.73 to 2.66, respectively. These improvements were expected to lead to a financial benefit in savings of over $600,000 per year in operational costs, enhancements to customer experience and an increase in revenue generating opportunities. Moreover, this article enriches the existing literature on the application of LSS concept in the service industry, and helps the company to speed up the response to customer requirements.     

The roles of supply network centralities in firm performance and the moderating effects of reputation and export-orientation

Abstract

This study explores how supply network degree, closeness, and betweenness centralities affect firm performance, and the moderating effects of organizational reputation (measured by PageRank centrality) and export-orientation. The supply chain relationship empirical data are drawn from manufacturing and manufacturing service companies in Hong Kong, China. Social network analysis and moderated regression analysis were adopted to test the hypotheses for a sample of 814 focal firms with 3086 supply chain ties. The results indicate that in-degree and closeness centralities improve firm performance. Reputation is found to positively moderate the relationship between closeness and sales performance, but negatively moderates the relationship between betweenness and sales performance. Export-orientation has no effect on relationships. This study contributes to the literature by providing additional empirical evidence on the role of supply network position in firm performance. It also introduces PageRank centrality as a new measure of organizational reputation in a supply network.     

A quick response production strategy to market demand

The reason for considering the quick response production strategy to market demand is due to the rapid technology change, which results in decreasing market price and obsolescence. This study considers a production strategy of locating final production line in response to the changes in market demand and the continuous deterioration in stock. The demand rate is assumed to decrease exponentially with time while the price is assumed to decrease linearly with time. The purpose of this study is to derive the most economical site of final-production line that assembles products with short life cycle. The model considered in this research takes into account the sales revenue, the deteriorating cost, the carrying cost, the variable cost and the fixed cost of production. Although there is a higher labour and material cost when the production site is located near market point, the total profit increases due to quicker responsive time, smaller import tax, lower inventory and lesser deteriorating cost.     

Self-Efficacy Beliefs and Sales Performance

Self-efficacy theory predicts that people will perform better when they believe they have the skills necessary for success. It also suggests, however, that believing in long-term rewards for success ("response-outcome expectations") does not correlate with adequate performance. This paper supports the generality of self-efficacy theory and provides evidence that self-efficacy beliefs predict insurance sales performance, whereas response-outcome expectations did not. A questionnaire was developed to measure self-efficacy beliefs and response-outcome expectations using 200 insurance sales representatives. Regression analyses were computed on a different sample of 97 insurance sales representatives using four separate dependent variables (calls-per-week; number of policies sold; sales revenue and a composite performance index on which actual sales commission was based). (1) These analyses established a correlation (but no causal relationship) between self-efficacy beliefs and sales performance. (2) The generality of self-efficacy theory in a business setting is suggested by the relationship between self-efficacy and objective measures of sales performance. (3) The relevance of these results, and the importance of integrating them into the practice of organizational behavior modification is discussed.     

Further Evaluation of the Performance Diagnostic Checklist-Safety (PDC-Safety)

ABSTRACT

We further evaluated the Performance Diagnostic Checklist- Safety (PDC-Safety) by comparing the effectiveness of a PDC-Safety indicated intervention with a PDC-Safety non-indicated intervention for three employees at a clinic serving children with intellectual disabilities. The interventions targeted participants’ hand washing before working with clients. The results of the PDC-Safety suggested that the antecedents and information domain was most problematic. First, a non-indicated intervention, which included access to additional materials (i.e., hand sanitizer), was implemented and found to be ineffective. Next, an indicated intervention, which included prompting, was found to be effective to increase safe performance to acceptable levels for two of the three participants; one participant required feedback to substantially improve and maintain safe performance.     

Ranking of the Most Prolific Authors,Universities, and Organizations in the Journal of Organizational Behavior Management

ABSTRACT

Over the years, reviews in behavior analysis have sought to identify the most prolific researchers and institutions. The goal of these reviews was to offer one resource for behavior analysts to identify experts in behavior analysis and quality graduate programs. However, most of these reviews omitted the Journal of Organizational Behavior Management (JOBM), making the results less relevant to those who work in organizational behavior management. The purpose of this review was to extend previous findings and identify the most published researchers, academic institutions, and organizations in JOBM since its inception. Furthermore, we calculated the citation rate (per year, per article) for each of the top 20 most published authors. The results, implications, and opportunities for further analysis are discussed.     

新产品分销密度的动态优化

本文讨论了新产品上市过程中的分销密度的动态诊断问题,旨在识别分销密度是否偏离最优的动态演化路径,进而帮助厂商获取最大化的新产品利润。从控制理论模型构建的角度出发,分销密度被视为控制变量,新产品销售量被视为状态变量,并基于泛函极值的动态规划方法,推导了分销密度的最优路径解。然后,以两组家电新产品的市场销售数据为样本,进行了应用算例分析。研究结果表明,本文推导的分销密度最优路径解,不仅能够有效提升制造商的销售利润,而且其形态会随着参数取值的差异,发生明显的变化。当分销密度导数对销售量的影响系数不断增大时,分销密度的最优路径会逐步收敛到一条直线。所以,在假设条件成立的前提下,本文的研究结果揭示出分销密度的动态演化规律,进而为制造商的新产品分销密度规划提供定量的决策依据。     

基于制造商网络渠道选择的双渠道供应链定价 与服务决策研究

本文考虑由线下零售商实体销售与制造商网络销售构成的网络直销,以及由线下零售商实体销售与线上零售商网络销售构成的网络分销两种制造商双渠道模式,研究“搭便车”行为下制造商模式选择和供应链最优定价与服务决策。研究发现:制造商的渠道选择策略与“搭便车”行为程度、消费者偏好网络渠道程度、价格敏感系数等有关。尤其当消费者受到的服务且对价格的敏感性相同时,制造商会选择网络直销双渠道模式。进一步分析消费者“搭便车”行为和网络渠道偏好对制造商渠道选择和定价决策影响发现,制造商在消费者偏好网络渠道程度比较低时应选择网络分销双渠道模式,而当消费者网络渠道偏好和“搭便车”行为程度都比较高时,制造商应选择网络直销双渠道模式。消费者网络渠道偏好或“搭便车”行为程度越大,两种模式下批发价格应设置的更低。网络直销渠道模式下“搭便车”行为程度越大,网络渠道销售价格应设置的更低,而消费者网络渠道偏好程度越大,网络渠道销售价格应设置得更高。     

An optimal product-reconfiguration policy due to order changes

Abstract

It is not an uncommon problem that a finished product cannot be delivered to its customer due to order change. In many real-life applications, such as rack-mounted computer products, it is possible to reconfigure a product by altering the combination of its components. Therefore, an inventory item, resulting from a cancelled order, can be handled in one of two ways: (1) keep the product in storage for a future order; or (2) send the product back to the manufacturing Door for reconfiguration in accordance with a new order A wise decision can be made by evaluating the trade-off between the inventory cost and the conversion cost. This paper presents an optimization procedure for achieving the minimum-cost solution. The problem is formulated by a quadratic programming model. Under a fairly general condition, the problem can be converted into a standard capacitated transportation problem and, therefore, can be solved efficiently. The cost structure, problem formulation, and solution technique arc discussed.