Abstract: Destocking of unsalable goods is an important task for companies,and bundling unsalable product with best selling product is one of significant methods to decrease inventory.By considering the influence of retail price and retailer's promote sales on unsalable product demand,a stochastic supply chain model that manufacturer had bundling power was constructed.Through comparing all kinds of contracts in supply chain,the key researches were as follow: traditional contracts such as returns and revenue sharing contract could not coordinate the bundling supply chain,yet Sales Rebate and Penalty (SRP) contract was able to achieve channel coordination.A win-win situation was developed through supplier changed sale rebate with a SRP contract.The level of retailer's sales effort and order quantity could be both improved,and the lower retail price of best selling product could benefit to consumers.

Key words: unsalable product, best selling product, pure bundling, supply chain coordination

摘要： 加速滞销品销售是企业面临的重要任务,将滞销品和畅销品捆绑销售是制造商降低滞销品库存的重要手段之一。构建了一种供应链随机模型,此时滞销品需求同时受到零售价格和零售商促销努力影响、制造商拥有捆绑权。通过对比捆绑型供应链的各类契约,发现传统的回购契约、收益共享契约不能协调捆绑型供应链,目标与惩罚契约能够协调捆绑型供应链。SRP契约协调时制造商通过改变销售目标来实现制造商零售商的双赢,同时使得零售商努力水平和订货量均显著提高,而畅销品零售价的降低也能让利消费者。

关键词: 滞销品, 畅销品, 捆绑销售, 供应链协调