Abstract: Aiming at the problem that the quantity and related pricing strategies made by risk-averse newsvendor with considering strategic customer behavior,Conditional Value-at-Risk(CVaR)was adopted to develop risk-averse newsvendor model with strategic customer behavior on the basis of analyzing strategic customers'purchasing behavior,and further research focused on whether quantity discount contract could realize the supply chain coordination and the optimal supply chain performance.The results indicated that the retailer had optimal quantity and related pricing strategies,and the order quantity as well as the pricing strategies could be drawn based on retailers and customers'risk attitude,product cost and disposal price,which increased the risk of customers'unavailability and avoided the strategic customer behavior.The retailer's risk attitude aggravated the effect of double marginalization and deteriorated the efficiency of the supply chain,and quantity discount contract could realize the supply chain coordination.

Key words: newsvendor model, risk, strategic customer, conditional value at risk, quantity discount contract

摘要： 针对具有风险厌恶特性的报童在面临战略顾客时应如何做出订购和定价决策的问题,在分析战略顾客购买行为的基础上,运用CVaR准则建立考虑战略顾客行为的风险厌恶报童模型。进一步研究了存在战略顾客时数量折扣契约能否实现供应链协调的问题。研究表明,零售商存在最优订购和定价策略,零售商可以根据自身以及顾客的风险态度、产品成本和处理价格来制定库存和价格策略,增加顾客低价购买不到产品的风险,以避免战略顾客行为;零售商的风险态度加剧了双重边际效应,恶化了供应链绩效,此时数量折扣契约能实现供应链协调。

关键词: 报童模型, 风险, 战略顾客, 条件风险值准则, 数量折扣契约