Title

Bidding for Contests

Publication Type

Journal Article

Publication Date

1995

Abstract

The procurement of product development and production services brings special strategic considerations to the buyer-seller relationship in industrial and institutional market. Multiple sourcing, in particular dual sourcing, is a likely way of dealing with the increased risks faced by buyers. However, there is lack of dual sourcing models that analyze the selection and control process in an integrated fashion. The strategic issues for a cost containment between 2 suppliers are modeled. The suppliers are drawn from several vendors who participate in a bidding competition. The supplier with the lower final cost in the contest wins a larger share of the pooled profit fee. Propositions are derived for the optimal cost-plus contest, and comparisons are made with the common incentive contract for the integrated selection and control model.

Discipline

Business

Research Areas

Operations Management

Publication

Management Science

Volume

41

Issue

4

First Page

561

Last Page

576

ISSN

0025-1909

Identifier

10.1287/mnsc.41.4.561

Publisher

INFORMS

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