講座編號：jz-yjsb-2022-y024
講座題目：Live-streamer as A Selling Agent: Is Sales Commitment Profitable?
主 講 人：肖勇波
講座時間：2022年6月16日（星期四）下午14:00
講座地點：騰訊會議，會議ID:874 351 970
參加對象：電商與物流學院全體教師及研究生
主辦單位：電商與物流學院、研究生院
主講人簡介：
肖勇波，2000年獲清華大學管理信息系統學士學位，2006年獲清華大學管理科學與工程博士學位，2006.1-2008.7清華大學經濟管理學院應用經濟學博士后，2008年8月加入清華大學經濟管理學院管理科學與工程系，2011年12月晉升為副教授，2014年10月獲得長聘，2018年12月晉升為正教授。擔任國際學術期刊《Journal of Systems Science and Systems Engineering》的Managing Editor和《Naval Research Logistics》的Area Editor。主要研究領域包括收益與定價管理、供應鏈管理、服務管理等。學術論文發表于《Operations Research》、《Production and Operations Management》、《Decision Sciences》、《Naval Research Logistics》、《IIE Transactions》等運作管理領域重要國際期刊，以及《系統工程理論與實踐》、《中國管理科學》、《管理科學學報》等國內核心學術刊物。
主講內容：
With the rapid development of live-streaming e-commerce, it has been increasingly common for firms to collaborate with live-streamers (e.g., online influencers, celebrities, or key opinion leaders) to promote and sell their products via live broadcasting shows. In addition to the products and reputation of the live-streamers, the success of a live-streaming show largely depends on the effort the live-streamers devoted in attracting fans and promoting products. Hence, in order to improve the live-show sales, in addition to the sales commissions, the live-streaming agreement signed between the seller and live-streamer sometimes specifies a minimal sales volume, which represents the sales commitment the live-streamer makes. In this paper, we study the impact of such commitment on the performance of a supply chain where a seller sells its product via a live-streamer. The live-streamer determines the effort level that affects random demand at the live-show while the seller determines the stocking level to be prepared prior to the live-show. We solve and compare their optimal decisions and corresponding expected profits for the scenarios without and with the live-streamer's sales commitment. Without sales commitment, the live-streamer's optimal effort and profit first increase and then decrease in the commission rate; while the seller's optimal stocking level and profit could be decreasing or first increasing and then decreasing in the commission rate, depending on the popularity of the live-streamer. With sales commitment, if the live-streamer indeed commits, she spends more effort and commits more while the seller stocks more when the commission rate increases. Compared between these two scenarios, the live-streamer is always better off whereas the seller would also be better off if the live-streamer's penalty of not fulfilling commitment is high or the commission rate is relatively low. Finally, we propose a set of commitment-based contracts to coordinate decisions of the seller and the live-streamer that maximize their overall profit.