CAJ | 학술논문

本文依据顾客选择行为理论，在赊销企业对不同信用等级客户实行动态差别定价的基础上，构建需求转移模型，求解不同价格调整期间各信用等级客户分别以现销和赊销两种销售方式购买的需求量；同时，通过综合分析赊销信用风险成本、信用等级判别概率及商机存在概率对企业总收益估测的影响，构建赊销决策优化模型。在此基础上，本文进一步利用案例分析指出需求转移程度对赊销收益估测及决策的影响，为企业推出赊销的最佳时机提供了决策参考。
본문의거고객선택행위이론，재사소기업대불동신용등급객호실행동태차별정개적기출상，구건수구전이모형，구해불동개격조정기간각신용등급객호분별이현소화사소량충소수방식구매적수구량；동시，통과종합분석사소신용풍험성본、신용등급판별개솔급상궤존재개솔대기업총수익고측적영향，구건사소결책우화모형。재차기출상，본문진일보이용안례분석지출수구전이정도대사소수익고측급결책적영향，위기업추출사소적최가시궤제공료결책삼고。
According to customer choice behavior theory, this thesis established a demand shifting model on the basis of implementing dynamic and differential pricing strategy for different credit rating customers, and solved cash and credit demand of each credit rating in every price adjustment period.Then, the optimal decision model was set up by analyzing the effects of credit risk cost, the probability of credit discrimination and the probability of business opportunity on total income.By case analysis, it pointed out the effects of demand shifting on profit evaluation and credit decision, which helps the enterprise to grasp the best time to launch credit.