Abstract: To analyze the impact of user innovation on the optimal decision supply chain,based on identifying the demand of lead users with utility function of consumers,the centralized decision-making model,decentralized decision-making model and revenue-sharing contract supply chain model were constructed,and Stackelberg game method was used for solving to obtain the optimal pricing strategy,demand of lead users and contract parameter range of manufacturer and retailer in equilibrium.Through numerical simulation,the profit,price and demand of the supply chain and its members under the decentralized decision-making model with revenue sharing contract were compared.The results showed that the revenue sharing contract could effectively coordinate the supply chain and increase the profit of supply chain compared with the decentralized decision-making model.The increase of consumer innovation subsidy did not significantly stimulate the demand of lead users,but an optimal innovation subsidy that maximized the profit was existed.When the consumer innovation subsidy was fixed and the manufacturer's technology absorptive capacity was from low to high,the relationship between consumer knowledge level and wholesale price or retail price changes from positive correlation to negative correlation.The stronger the technology absorptive capacity was,the more sensitive the wholesale price of decentralized model or the retail price of contract with growing level of consumer knowledge.The level of consumer knowledge of two models had a positive impact on the demand of lead users,supply chain members and its overall profits.When the manufacturer's technology absorptive capacity was low,it tended to use revenue-sharing contract to increase the overall profit of supply chain and the technological absorptive capacity of a manufacturer played a decisive role in its profits.

Key words: lead user, user innovation, supply chain coordination, revenue sharing contract

摘要： 为了分析用户参与创新对供应链最优决策的影响,在利用消费者效用函数识别领先用户需求的基础上,构建集中决策模型、分散决策模型和收益共享契约供应链模型,采用Stackelberg博弈方法求解得到均衡状态下制造商和零售商的最优定价策略、领先用户需求量和契约参数范围。通过数值仿真对分散决策模式和收益共享契约下的供应链及成员利润、价格和领先用户需求进行对比分析。研究表明,与分散决策模式相比,收益共享契约能够有效协调供应链,增加供应链利润;增加消费者创新补贴对领先用户需求的刺激不明显,但是存在一个使制造商利润最大的最优创新补贴;当消费者创新补贴一定,制造商技术吸收能力由低到高时,消费者的知识水平与批发价格和零售价格的关系从正相关变为负相关,并且分散决策模式的批发价格和契约模式的零售价格对消费者知识水平的变化更加敏感;两种模式的消费者知识水平对领先用户需求量、供应链成员利润和整体利润均为正向影响;当制造商的技术吸收能力较低时,偏向采用收益共享契约增加供应链整体利润,而且制造商的技术吸收能力将决定其利润。

关键词: 领先用户, 用户创新, 供应链协调, 收益共享契约