分享人：焦晓婷

地点：经管北楼204

主办方：经济与管理学院

开始时间：2026年07月01日下午15:00

结束时间：2026年07月01日下午16:00

学习交流主题：The More Calculative, the Better? Automating Inventory Replenishment with a Customizable System and Salesforce Profit Protection

交流内容简介：As the development of artificial intelligence (AI), firms are eager to adopt Inventory Replenishment Systems (IRS) to automate the inventory replenishment. We study whether the adoption is beneficial for the firm and salesperson, and whether the salesforce profit protection can really protect the salesperson’s profit. We find that in the scenario where the firm does not customize the IRS, even when the salesperson exerts high effort, adopting an IRS may sometimes reduce the profits of the firm and the salesperson. Moreover, even when the salesperson exerts low effort, adopting an IRS improves the profits of the firm and the salesperson when the diligence of salesperson is low. Interestingly, when direct automation of inventory replenishment reduces the salesperson’s profit, salesforce profit protection may fail to protect the salesperson’s profit. Furthermore, even when the direct adoption of the IRS benefits the salesperson, protecting the salesperson’s profit can make the adoption harmful to the salesperson’s profit. In addition, we find that in the scenario where the firm is harmed by the direct adoption of an IRS, even when the market demand is overestimated, the firm may sometimes benefit from the adoption, with the salesforce profit protection in place.

分享人简介：焦晓婷博士毕业于中国科学技术大学管理科学与工程专业，研究方向为人机交互、运营管理与数据驱动的决策，已在国际权威期刊TRE和EJOR发表两篇文章。