A rewarding-punishing coordination mechanism based on Trust in a divergent supply chain

Coordination of decentralized supply chains using contract design is a problem that has been widely addressed in the literature. We consider a divergent supply chain including a supplier and several retailers producing fashion products with short sale seasons. The retailers cooperate with the supplier as sales agents; i.e., they work in the framework of revenue sharing contracts. Because of their proximity to the market, retailers can provide more accurate demand forecasts to the supplier that is used to decide on issues such as capacity building and market prices with regard to retailers stiff due dates, different lead times and different price-dependent demand functions. To ensure abundant supply and cope with the demand variability, the retailers have an incentive to exaggerate their private forecast information. In this study, we propose a new rewarding-punishing coordination mechanism based on trust between supply chain tiers, considered as a differentiation factor between honest and deceptive partners. An optimization model is developed as a building block of this mechanism. An approximation method is used to simplify and solve the problem. The model is then implemented using Monte-Carlo simulation in four different situations, according to 10 different strategies for forecast information sharing. The findings from the tests show that the mechanism including trust as a decisional factor performs better than 'No Trust' mechanism in all situations. These results suggest that taking into account Trust in designing coordination mechanism may have significant influence on the financial performance of the supply chain. (C) 2013 Elsevier B.V. All rights reserved.