期刊名称：International Review of Management and Business Research
印刷版ISSN：2307-5953
电子版ISSN：2306-9007
出版年度：2013
卷号：2
期号：3Part 2
页码：818-836
出版社：Academy of IRMBR
摘要：Today, organizations use of e-commerce tools for purchasing and sales have developed from e-catalogs and e-mail to e-auctions. This research simulated such a fully automated negotiation system for business transactions to test the best overtime policies to use with different decision rules for price and due date. Software within e-commerce systems negotiates prices and due dates using pre-thought out negotiation strategies. This research tests tested the effect of several overtime policies with different price and due date negotiation strategies. It used a simulation of a job shop and an imaginary market to demonstrate how one can compare different combinations of overtime policies and negotiation strategies in different markets. It extends previous research by including the option of using flexible overtime both at the quotation stage and during shop operation. The research suggested that simulation testing of negotiation and overtime strategies for firms and their markets is a practical way of choosing overtime policies.
关键词：E-Negotiation; Demand Management; Due Date Negotiation; Job Shop; overtime.
