分销渠道中的物流网络优化与分销商选择研究

【作者】 高慧颖；

【导师】 周溪召；

【作者基本信息】 上海海事大学 ， 管理科学与工程， 2003， 硕士

【摘要】 分销渠道是产品或服务从生产者向消费者(用户)转移所经过的通道。在市场经济中，企业产品和服务必须通过交换过程，完成通常不止一次的购销活动，才能进入消费领域，满足需求，实现价值。分销渠道贯穿于整个供应链中，两者密切相关。没有合理的分销渠道，就不会有高效的供应链系统和先进的物流系统。合理的建设分销网络，加强对分销环节的管理，是在当前客户驱动的竞争环境下，提高用户的满意度，增强企业竞争力的重要途径。本文研究的分销渠道中的物流网络优化问题和分销商选择问题是其中的重要内容。本文在各分销点使用分销商的前提下，研究了分销渠道的物流网络优化问题，并在此基础上对在各分销点处的潜在分销商进行择优排序研究。 本文首先阐述了分销渠道的概念，对分销渠道的功能和流程及其之间的关系进行分析，从分销渠道管理的角度提出了分销渠道中的物流网络优化和分销商选择这两个研究对象，然后通过系统分析和建立模型的方法对这两个相关问题进行了研究。 本文对分销渠道中的物流网络优化问题进行了研究。企业为了适应营销环境的变化，需要对物流网络进行调整优化。本文研究的是优化设计分销渠道中制造工厂、分销中心、仓库等设施的位置和数量，使分销渠道的物流网络合理化。本文通过对分销渠道中的物流网络分析，考虑在各分销点使用分销商，提出了分销配送网络优化的随机规划模型，即在满足需求的前提下、考虑对需求点提供及时供货服务的随机时间约束、以物流总成本最小化为目标的分销配送中心与分销点选址模型。 最后对各分销点处的潜在代理分销商进行选择，得到较优的分销商。通过研究选择什么样的分销商和如何选择分销商才能更加有效完成分销职能，得出相对科学的选择方法，为管理者选择分销商的决策提供可靠的依据。阐述了各种类型分销商的优缺点，以此作为选择何种分销商的依据：研究分析了选择分销商的指标体系，确立了规范化的决策矩阵和指标权重，给出了选择分销商的评价方法。更多还原

【Abstract】 Distribution Channel is such a channel by which manufactures transfer their products or services to customers. To enter into the consumption field, satisfy consumer demands, and realize their value, products and services have to undertake the course of exchange as well as the activity of purchase and sale more than once. Distribution channel and supply chain are highly interrelated: the former is the key factor of the latter, without reasonable distribution channels no efficient supply chain or advanced logistics systems can exist. In other words, in the customer-oriented competition environment, the construction of a reasonable distribution network and its management are crucial to improving customer satisfaction and enhancing competitive advantages. The most important parts of the problem are the optimization of distribution network and the selection of distributors, which constitute the main objectives of this thesis. The study of distribution network optimization is given first, and on that basis, the distributor selection at each distribution point is analyzed.The structure of this thesis is as follows:Firstly, this thesis explains the concept of distribution Channel and analyses its function and operational process. From the angle of distribution Channelmanagement, it then puts forward the two research objects-the selection ofdistributors and the optimization of distribution network and they are studied on the strength of system analysis and analytical modeling.Secondly, a systematic research of distribution network optimization is presented. Enterprises need to adjust their logistics network to meet the change of marketing environment. This thesis studies the location and allocation amount of manufacturing factory, distribution center and warehouse, etc. to optimize the logistics system. On the precondition of using distributor in the distribution point, the stochastic programming model for distribution network optimization is presented. This model, with the objective of cost minimization, considers satisfying demands, and the stochastic time restriction at each demand point.Finally, the selection of potential distributors at each distribution point is studied. Through the research, what kinds of distributor we choose and how to choose them can finish functions of distribution, we get relative scientific methods, which provide reliable basis for managers’ choice of distributor. This studydetermines the distributors and provides the selection methodology. The thesis analyzes the merits and demerits of different kinds of distributors and establishes the selection criteria system. The decision matrix and the determination of index weight are also presented.Gao Huiying (Management Science & Engineering) Directed by Professor Zhou Xizhao更多还原