管理科学与工程系学术讲座系列2021年第17讲

主 题：提供免费试用时在线教育公司的最优人员配置

主讲人: 朱万山，李静 (中国人民大学商学院)

时 间：2021-12-01 10:00

地 点：明商1008会议室

语 言：中英文

讲座摘要：

随着互联网技术的广泛应用，最近提供免费试用服务的在线教育公司如雨后春笋般涌现。销售人员和教师是至关重要的资源，他们的人员配置直接影响在线教育公司的盈利能力。本文研究在线教育公司的最优人员配置问题以及免费试用期的影响。通过建模和数值模拟，本文发现在最优人员配置中，销售人员和教学人员数量遵循固定比率，具体的比率取决于免费试用期。本文进一步还刻画了最优使用多个销售渠道的条件。

With the wide application of Internet technology, online education companies, which often provide free trials, sprung up everywhere lately. Sales representatives and teachers are the crucial resources, and their staffing directly affects the profitability of the online education companies. We study the optimal staffing problem of the companies and the impact of free-trial periods. By modeling and numerical simulation, we find that in optimal staffing, the sales staff and the teaching staff follow a ratio depending on the free trial periods. Furthermore, we characterize conditions for optimally using multiple sales channels.

主讲人简介：

Wanshan Zhu is a professor in Business School, Renmin University of China.  He received Ph.D. in industrial and operations engineering from the University of Michigan, Ann Arbor, USA, in 2005.  His research interests include incentive mechanism design in supply chain, dynamic inventory control and behavioural operations management. He published several papers in premier operations management journals such as Manufacturing & Service Operations Management, Production and Operations Management, European Journal of Operational Research, Naval Logistic Research, IIE Transactions, and Decision Sciences. He taught in Singapore Management University in Singapore (2006–2011) and Tsinghua University (2011–2019) before joining Renmin University of China in 2019.

李静，中国人民大学商学院管理科学与工程专业硕博连读在读生，本科毕业于中国人民大学商学院管理科学专业。研究兴趣包括服务运营管理，行为运营管理，供应链管理等。