【作者简介】佟世璐，副教授；复旦大学理学士，复旦大学理学硕士，香港科技大学哲学博士。现为经管学院任课教师。

       继上学期在国际期刊Management Science上发表论文之后，近期我院佟世璐教授撰写的论文On the Impact of Uncertain Cost Reduction when Selling to Strategic Customers又获该期刊通过，即将发表。

       Management Science是管理科学、运筹学领域的顶级期刊,是历史最悠久、口碑最高的期刊,对文字写作要求较高，投稿通过率仅为5%-8%左右。谨此恭贺佟教授！

       附论文摘要部分：

       On the Impact of Uncertain Cost Reduction when Selling to Strategic Customers Many products undergo cost reductions over their product life cycles. However, strategic customers may have more incentive to wait if they expect a cost reduction to lead to a price drop. A firm that does not face any uncertainty can use pricing strategies such as price commitment and price matching to alleviate the strategic waiting of customers. However, these pricing strategies provide less flexibility than dynamic pricing for a firm facing uncertainty. In this paper, we examine the impact of cost reduction under dynamic pricing, price commitment and price matching when cost reductioncan come from production learning or from technology advancement. The firm makes pricing decisions when facing uncertainty in future cost, and strategic customers decide whether to wait when facing uncertainty in future price. We show that in general the firm’s profit is higher when future cost is more uncertain, but not necessarily when cost reduction is more significant. In addition, production learning and technology advancement can have opposite effects on the optimal pricing decisions and the choice of pricing strategy.

       当销售给策略性客户时不确定成本的降低对公司的影响

       很多产品在它们的生命周期会经历成本下降的阶段。然而，如果策略性客户期望产品由于成本下降引起的价格下跌，他们可能更有动力去等待更低的价格。没有面临任何不确定性因素的公司可以采用如价格承诺和价格匹配的定价策略来消除策略性客户等待未来价格下降的情形。但是，比起动态定价，这些定价策略为面临不确定性因素的公司提供更不理想的伸缩性、机动性。这篇论文着重探讨由生产学习过程或技术进步带来的成本下降时，在动态定价、价格承诺和价格匹配的定价策略下成本下降带来的影响。当面临不确定的未来成本，公司得做出定价决定；当面临不确定的未来价格，策略性客户得决定是否等待。总体而言，当未来成本更不确定时，公司利润会更高，但这不一定说明成本下降程度更显著。此外，生产学习过程和技术进步可能对最佳定价决策的制定和定价策略的选择有着相反的效果。

       （请以英文原文为准，中文译文仅供参考）