Motivation
Production in agriculture, semiconductors, pharmaceuticals and many other industries suffers from random yield: only a random fraction of a planned production run turns out usable. When a retailer buys from such a supplier, someone in the chain bears the risk that less arrives than was ordered. Geng, Guo, Xiao and Yang (SSRN 3546872; Manufacturing & Service Operations Management 25(3), 2023, doi:10.1287/msom.2022.0198) study two levers a retailer can pull to push that risk away from itself. Payment postponement means paying only for what is delivered rather than for what was ordered. Pricing postponement means fixing the retail price after the delivery is known rather than committing to it in advance. Both are common in practice, and their effect on the other members of the chain, the supplier and the end consumers, is not obvious: shifting risk changes the supplier's wholesale price and production, and so everyone's payoff.
This mission formalizes the paper's answer for pricing postponement (its Proposition 5): when does moving from ex ante to responsive pricing make the supplier, the retailer and the consumers all better off, and when does it hurt the supplier?
Setting
A supplier sells one product to a retailer, who sells it in a market with linear demand d(p)=a−bp, a,b>0, and inverse demand p(t)=(a−t)/b. The supplier plans a production quantity Q at unit cost c, but only YQ is realized, where the yield factor Y equals 1 with probability θ and α with probability 1−θ, for α,θ∈(0,1). Write μ=α(1−θ)+θ for the mean yield. The retailer orders q and receives q^=min{YQ,q}.
There are four scenarios. Under pay-by-order (O) the retailer pays wq; the supplier then produces exactly Q=q. Under pay-by-delivery (D) it pays wmin{YQ,q}, and the supplier may inflate production above q. Under ex ante pricing (A) the retailer commits to a price p when it orders; under responsive pricing (R) it sets p after observing q^, maximizing pmin{d(p),q^}. In each of OA, OR, DA, DR the supplier first sets the wholesale price w, the retailer then orders (and, ex ante, prices), the supplier chooses Q, the yield is drawn, and under responsive pricing the price is set last. Both firms are risk-neutral. Admissible actions are 0<p<a/b, q≥0, Q≥0, and c<w<a/b (pay-by-order) or c/μ<w<a/b (pay-by-delivery); costs range over 0<c<aμ/b.
The solution concept is subgame-perfect equilibrium. Its outcome is the triple (πRk,πSk,CSk) of the retailer's and supplier's expected profits and the expected consumer surplus CSk=ES(p,q^), with
S(p,X)=∫0min{d(p),X}(p(t)−p)dt.
The paper derives each scenario's equilibrium in closed form, piecewise in c, with thresholds such as c1OA,c2OA,cOR,c1DR (its Lemmas 1–4 and Appendix B).
Formalization targets
Goal: Proposition 5
(O) Pay-by-order, any α∈(0,1). Comparing equilibria of OA and OR:
max{cOR,c2OA,0}<c<baμ⟹πROA<πROR, πSOA<πSOR, CSOA<CSOR;
an increasing function Θ(α) such that θ<Θ(α) implies c1OA>C~>0 and the same triple of increases on C~<c<c1OA; and, if cOR>0,
0<c<min{cOR,c1OA}⟹πROA<πROR, πSOR<πSOA, CSOA<CSOR.
(D) Pay-by-delivery, α≥9/16. Comparing equilibria of DA and DR: all three quantities strictly increase for c1DR<c<aμ/b, and all three are unchanged for 0<c<c1DR.
Milestones
The equilibrium of each scenario (Lemmas 1–4, with existence and uniqueness of the outcome on each open piece of c), the two last-stage responses (production (4) and the ex post price (5)), Lemma 2(i) (when cOR≥0), the threshold claim behind (O)(ii) (θ<Θ(α)⇒c1OA>C~>0 and cOR<C~), and the ordering c1DR<c2DR<cDA for α≥9/16.
Significance
The result. Proposition 5 shows that pricing postponement can be a Pareto improvement for the entire chain, consumers included, and identifies where: at high or intermediate production cost under pay-by-order, and above c1DR under pay-by-delivery. It also identifies the one place where it is not: under pay-by-order, low cost, and severe and likely yield loss, the retailer gains at the supplier's expense, because it orders a large quantity at a low wholesale price. Under pay-by-delivery and low cost, pricing postponement changes nothing, since the supplier already absorbs the yield risk by inflating production. These statements feed the paper's managerial conclusions on when a retailer facing unreliable supply should adopt flexible pricing and how this affects its supplier.
Formalizing it. The paper proves its lemmas by "the results in Appendix B" and its propositions as "straightforward comparisons". A machine-checked development would make the backward induction itself explicit: four three-stage games, each with kinks in the production and order responses and boundary optima of the wholesale price. Drafting this mission already turned up four printed slips: a consumer-surplus denominator in Appendix B.1 (8bα3 for 8bα2), a consumer-surplus value in Appendix B.4 that no single equilibrium produces, a production tie rule under which scenario DR has no equilibrium on an interval of costs, and swapped labels in display (2). None of them changes Proposition 5. To our knowledge, none of the paper's results has been formalized.
Difficulty
Once Lemmas 1–4 are known, each comparison in Proposition 5 is algebra between explicit pieces. The work is in Lemmas 1–4. The obvious approach, maximizing each stage's closed-form objective, does not suffice. The equilibrium must be optimal in every subgame, including order quantities and wholesale prices never played. The objectives are only piecewise smooth, so the maximizer often sits at a kink: at w=w^ in scenario OA, the retailer is indifferent between inflating its order and not; at w=c/(α(1−θ)) in scenario DR, the supplier is indifferent between inflating production and not, and the supplier's value is discontinuous there. Existence of an equilibrium in DR on (c1DR,c2DR) depends on how that tie is resolved. On top of this come inequalities between thresholds involving nested square roots, e.g. cOR<C~ under θ<Θ(α), and the monotonicity of Θ.
Formalization scope
Everything is finite-dimensional real arithmetic: Ef(Y)=θf(1)+(1−θ)f(α), with no measure theory. The cost c is a separate argument, and every threshold depends on (a,b,α,θ) only. The standing assumptions are a,b>0, α,θ∈(0,1) and 0<c<aμ/b, the paper's (1) and (3). Strategies are functions of everything observed before the move. Optimality is required at every node. Under pay-by-order Q=q, as the model prescribes. Conventions committed to, all disclosed in the items:
- when the supplier is indifferent between producing q and inflating, it produces q;
- consumer surplus uses the ex post price under OR/DR and the committed price under OA/DA;
- c2OA is the larger root of an explicit quadratic, identified with the paper's "second root" of a quartic;
- C~ is the explicit (6), and Θ is the explicit formula of the proof, with its monotonicity part of the goal;
- lemmas are stated on open intervals of c, because at a threshold the outcome is not unique;
- the consumer-surplus values of Appendix B.1 (middle piece) and B.4 (middle piece) are corrected to the equilibrium values.
The profits are the outcomes of equilibria of the game, not the closed forms of Appendix B. The goal also asserts that equilibria exist for every admissible cost, so it cannot hold vacuously through an unsatisfiable equilibrium predicate.
Contributions welcome: the last-stage lemmas (4) and (5), the threshold inequalities, the scenario equilibria (Lemmas 1–4), and the goal. The equilibrium framework is shared with the three sibling missions on Propositions 2, 3 and 4 of the same paper.
Selected references