How to Win “Spend” and Influence Partners: Lessons in Behavioral Operations from the Outsourcing Game
How to Win “Spend” and Influence Partners: Lessons in Behavioral Operations from the Outsourcing Game
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如何赢得“支出”并影响合作伙伴：外包游戏中行为运营的教训
DOI：
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发表时间：
2009
期刊：
影响因子：
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通讯作者：
A. Tsay
中科院分区：
文献类型：
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作者：
Jason Amaral;A. Tsay
外包游戏是一种角色扮演模拟，已在全球工业和学术培训课程中部署。它融合了隐藏行为、隐藏信息和错位激励的概念，并传达有关权力、信任和声誉的信息。该游戏描绘了 Acme 的冒险经历，Acme 是一家外包供应链制造的产品的品牌所有者。通过一系列谈判，Acme 试图通过分配其采购“支出”来影响其合作伙伴（两家供应商和两家服务提供商）。反过来，这些合作伙伴通过边付款相互影响。为了模拟随着外包增加而发生的非线性权力转移，我们通过投票分配不均匀的投票方案来表示决策。本文分析了游戏结果数据库，以揭示可能破坏双赢过程显着改进的行为因素。例如，偏好可能对遇到替代方案的顺序敏感；决策者可能不仅看重自己的回报，还看重总收益分配的公平性；谈判策略的有效性将根据可接受行为的社区规范而变化。在此过程中，我们通过提出一种纳入选民偏好的启发式方法，扩展了有关基于区块的投票中权力的政治经济学文献。
The Outsourcing Game is a role‐play simulation that has been deployed in industry and academic training courses worldwide. It incorporates the concepts of hidden actions, hidden information, and misaligned incentives, and conveys messages about power, trust, and reputation. The game depicts the adventures of Acme, the brand owner of a product manufactured by an outsourced supply chain. Through a series of negotiations, Acme attempts to influence its partners (two suppliers and two service providers) by distributing its procurement “spend.” These partners, in turn, sway each other via side payments. To simulate the non‐linear shifts in power that occur as outsourcing increases, we represent decision‐making by a voting scheme with uneven vote allocations. This paper analyzes a database of game results to reveal behavioral factors that can undermine conspicuous win–win process improvements. For instance, preferences can be sensitive to the sequence in which the alternatives are encountered; decision‐makers might value not only their own rewards, but also fairness in the allocation of total gains; and effectiveness of negotiation tactics will vary with community norms of acceptable behavior. Along the way we extend the political economics literature about power in block‐based voting by proposing a heuristic approach for incorporating voter preferences.