An agent-based model to support negotiation-based order acceptance in a multi-plant enterprise

Order acceptance decisions have a significant influence on the short- and long-term performance of a firm. Firms, therefore, should make complex order acceptance decisions with regard to their organizational goals in an effective way. Models are called for to provide insight for decision-makers in d...

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Bibliographic Details
Main Authors: Mobini, Z., Behdani, B., Lukszo, Z., Weijnen, M.
Format: Conference Proceeding
Language:English
Subjects:
agent-based modeling
buyer-seller negotiation
History
Marketing and sales
order acceptance
Profitability
Scheduling
Simulation
supply chain
Supply chains
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Summary:Order acceptance decisions have a significant influence on the short- and long-term performance of a firm. Firms, therefore, should make complex order acceptance decisions with regard to their organizational goals in an effective way. Models are called for to provide insight for decision-makers in developing proper strategies for order acceptance. This paper presents an agent-based model to support order acceptance decisions in a multi-plant enterprise, particularly incorporating buyer-seller negotiations. The negotiation process is conceptualized in three phases, pre-negotiation, negotiation, and post-negotiation, taking into account salient viewpoints on making order acceptance decisions. The conceptualization and the developed model not only provide valuable insights into the nature of negotiation in a supply chain setting, but also contribute to the understanding of strategy development for order acceptance.
ISSN:1062-922X
2577-1655
DOI:10.1109/ICSMC.2011.6083802