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1、Four short words sum up what has lifted most successful individuals above the crowd: a little bit more.-author-date物流经济学-问答-中英对照版-+图表-详细解释版.-doc11. Compare and contrast anticipatory and responsive business models. Why has responsiveness become popular in supply chain strategy and collaboration?1. 比较
2、和对比预测型商业模式和快速响应型商业模式，为什么在供应链管理的战略和协作中快速响应型商业模式运用得更普遍。The key point in anticipatory business model is that almost all essential work has been traditionally performed in anticipation of future requirements. The likelihood of misgauging customer requirements rendered the anticipatory business model hig
3、hly risky. In addition, each firm in the distribution channel duplicated the anticipatory process. 预测型商业模式的核心是，几乎所有重要工作都围绕着对未来的预测而展开。如果错误的估计了消费者需求，则将带来极大的风险。此外，分销渠道中的每一家企业都要重复同样的预测过程。The key point in responsive business model is that it seeks to reduce or eliminate forecast reliance by joint plannin
4、g and rapid exchange of information between supply chain participants. 快速响应型商业模式的核心是，通过供应链参与者之间的共同计划和信息快速交换，减少了对预测的依赖性。(1) The fundamental difference is the sequence of events that drive business practice.（1）最本质区别是驱动商业运作的次序有所不同。The responsive business model is initiated by a sale followed by a seque
5、nce of material purchase, custom manufacturing, and direct customer delivery. Also, managers are increasingly sharing information to improve both the speed and accuracy of supply chain logistics. So it is less cost and less elapsed time from order commitment to delivery. 响应型商业模式由销售驱动，随后是原材料采购、客户化定制和
6、直接将产品送到客户手中。管理者们不断共享信息，以便提高供应链物流的速度和准确性。这意味着费用的降低，以及从接订单到最终交货的总时间的缩短。On the other hand, in anticipatory business model, business operations were driven by forecasts. The typical manufacturer produced products based on a market forecast. Likewise, wholesalers, distributors, and retailers purchased in
7、ventory based on their unique forecasts and promotional plans. Managers loosely linked together and shared information. 另一方面，在预测型商业模式，商业运作由于测来驱动。制造商根据市场预测组织生产。与此类似，批发商、分销商和零售商们根据自身于测与促销计划进行采购。各个企业不能紧密联系在一起，也不会分享自身的计划。(2) The second difference is that responsive business model can accelerate customiz
8、ation through direct connectivity with customers via internet-based customer connectivity. In most traditional anticipatory distribution systems, the customer is a passive participant. About the only power the customer has in the traditional process is the decision to buy or not buy. Direct connecti
9、vity of customers in a responsive process has at least three benefits. First, involvement provides comprehensive search capabilities that serve to expand the range of sources and choices a customer can consider when selecting a product or service.(2) 第二个区别是响应型商业模式通过互联网，企业能偶直接与客户沟通，这进一步促进了客户化的生产方式。在大
10、多数传统的预测性分销系统中，客户是一个被动参与者，它所具有的唯一权利就是是否购买产品。与之相比，响应型供应链则强调客户直接参与，至少具有以下三个优势：首先，在选择商品和服务的时候，客户的参与能使他们在更大范围内进行考虑和选择。运作次序客户参与响应型商业模式销售驱动原材料采购客户化定制产品送达1.费用降低2.订单到最终交货时间缩短直接参与者，企业通过互联网沟通1. 更大范围内进行选择预测型商业模式预测组织生产批发商、分销商和零售商采购1.企业不能紧密联系2.不会分享自身计划被动参与者 只能决定是否购买产品这题的答的是两种类型的商业模式的比较，所以先要把每一个商业模式本身是什么各说一遍，然后列图表
11、比较。首先用key point开头，各说一遍两个model的key point是什么。我们先来看第一个anticipatory business model的key point。The key point in anticipatory business model is that all essential work is performed in anticipation of requirements. The likelihood of misunderstanding requirements made the model risky. In addition, each firm
12、in distribution channel duplicated the anticipatory process. 这三句话我已经简化成三句短语，工作表现看需求预测， （work is performed in anticipation of requirements）弄错需求很危险，(Misunderstanding requirements made the model risky.) 每个公司重复预测流程。（Each firm duplicated the anticipatory process）都是主语，谓语动词，宾语的形式。背时候先从题目中把anticipatory busi
13、ness model一抄，然后说，他的key point呢，有三句话，然后直接背三个是短语就行，颜色相符合是帮助你理解的，我推荐你直接背英文。万一连这三句话记不得怎么办呢，每句话浓缩成一个关键词，第一句话就是anticipation，第二句话就是risky.，第三句话就是duplicated。那么这三句话就可以浓缩成三个词，你做小抄，抄这三个词，你就知道这三句话了，还不容易被发现。复杂词，这个你要反复看，也是你记不得的主要原因：anticipation 预测requirements 需求risky 危险duplicated 重复anticipatory 预测的形容词process 流程再来看第
14、二个responsive business models的key pointThe key point in responsive business model is that it seeks to reduce forecast reliance by joint planning and rapid exchange of information between supply chain participants.简化成，两句话：通过共同计划和交换信息 在供应链参与公司之间（by joint planning and exchange of information between sup
15、ply chain participants）来降低对预测的依赖（to reduce forecast reliance）复杂词：Joint 共同的（联想join是加入一起的意思）Exchange 交换 （联想change改变，互相改变）Supply chain 供应链（supply供应，chain就是自行车那个链条的意思 ）Participant 参与者 （联想动词participate 参与）Forecast 预测Reliance 依赖 （联想动词 rely 依赖）然后就列表就好了：先写个Differences：表示下面你要答的是两个模式的区别。然后画图表，最左边先从题目中抄下两个模式，a
16、nticipatory business model和responsive business models。此题也分两个小点，第一个区别是The sequence of events that drive business： （驱动工作的事件的次序）Responsive business models的次序是：卖了啥驱动的买原料造送给客户Initiated by a salematerial purchasemanufacturingcustomer delivery这种次序的好处呢，有两点，用小箭头往右一标：（1.分享信息提高物流速度和准确率）1. sharing information t
17、o improve both the speed and accuracy of logistics（成本低了，从下订单到送到人手上的时间短啦）2. less cost and less time from order commitment to deliveryAnticipatory business model的次序是：预测生产产品分销商、零售商买库存时是独立的Forecastproduced productsdistributors, and retailers purchased inventory independently这种次序的坏处呢，也有两点，用小箭头往右一标：（1.企业之
18、间联系松散）1. Managers loosely link together（2.企业之间不共享信息）2. not share information第二个区别是，两种模型和客户联系的方式是不一样的。（Connectivity with customers）Responsive business models的联系方式是：（直接通过网络联系）direct connectivity with customers via internet画个小箭头，写好处是：（卖家扩大资源范围，扩大用户选择的综合搜索能力变强了）comprehensive search capabilities that can
19、 expand the range of sources and choices of a customerAnticipatory business mode的联系方式是：买家都是被动参与者（passive participant）画个小箭头，写坏处是：（只能决定买还是不买）only power is the decision to buy or not复杂词：Initiated 驱动Purchase 买买买Manufacturing 制造Customer 客户/买家Delivery 送达Accuracy 准确的名词Logistics 物流order commitment 订单下达distr
20、ibutors 分销商retailers 零售商independently 独立的loosely 松散的connectivity 联系 via 通过comprehensive 综合的expand 扩大passive 被动的Differences：The sequence of events that drive business： Connectivity with customersResponsive business modelsInitiated by a salematerial purchasemanufacturingcustomer delivery1. sharing inf
21、ormation to improve both the speed and accuracy of logistics2. less cost and less time from order to deliverydirect connectivity with customers via internetprehensive search capabilities that can expand the range of sources and choices of a customer Anticipatory business modelForecastproduced produc
22、tswholesalers, distributors, and retailers purchased inventory independently1. Managers loosely link together2. not share informationpassive participant only poweris the decision to buy or not2. Illustrate a common trade-off that occurs between the work areas of logistics. 2. 描述一种物流当中的权衡的情况The full
23、range of work areas of logistics should be integrated. Decisions in one functional area will impact cost of all others. It is this interrelation of functions that challenges that successful implementation of integrated logistical management. 如果供应链希望借助物流来实现最大的战略收益，那么就必须将供应链中的各种活动高度集中成起来。这是因为供应链任何一个运作
24、环节的决定都将影响其他环节中的成本For example, using air transportation to deliver products from factory direct to customers may increase transportation cost. But this strategy will reduce inventory and warehouse cost.例如，运用空运的方式来将产品从工厂运到客户手中，这个运输方式是比较昂贵的，会提高运输成本。但是，这个物流策略会降低库存和仓储的成本。这题目问你是权衡，答题结构是先说权衡的定义是啥，再举个栗子：权衡定
25、义一共三句话，结构是因为。，所以。因为物流的工作区域的范围应该整合在一起The range of work areas of logistics should be integrated.（什么叫工作区域的范围呢，就是物流的每个部分都是一个工作区域，这些区域都会有自己的职责范围，这些范围应该尽量重合、整合）但是整合之后呢，一个区域内的决定会影响其它的成本Decisions in one area will impact cost of others.上面讲的这种区域之间的互相关系呢，对整合的物流管理 这件事情能否成功实现是一个很大的挑战this interrelation of areas c
26、hallenges the successful implementation of integrated logistical management.复杂词：Interrelation 相互关系（联想星际穿越 interstella）Implementation （实现）Integrated （整合的）logistical （物流的形容词）然后开始举个栗子：（例如用空运将产品送到客户手里会提升运输成本）For example, using air transportation to deliver products to customers may increase transportati
27、on cost. （但这个战略会降低库存和仓储成本）But this strategy will reduce inventory and warehouse cost.复杂词：Strategy 战略3. Compare and contrast the customer service, customer satisfaction, and customer success philosophies of supply chain management. 3. 对比和比较客户服务、客户满意度和客户成功在供应链管理中的意义Organizations build their platform f
28、or customer accommodation on three levels of increasing commitment. 企业用一下三种递增的服务来满足客户需求。The first of these is basic logistics customer service. To be competitive, a firm needs a basic service capability that balances availability, operational performance, and reliability for all customers. The basic
29、 service platform should be established according to two factors: competitor or industry-acceptable practice and the firms overall marketing strategy. Basic service focuses on the organizations internal operational performance. Firm typically assess their customer service performance relative to how
30、 well these internal standards are accomplished. The fact is that even firms with a high level of basic customer service commitment dose not assure that customers are satisfied.第一种是基本的物流客户服务。企业要获得竞争优势，就必须有具有足够的能力，为所有的客户提供产品的可得性、运作绩效以及服务可靠性等方面的服务。很多企业根据以下两个要素建立自身的基本服务平台，一个要素是竞争对手或本行业中已被广泛接受的管理习惯，另一个则
31、是从企业的整体营销战略中衍生出来的。基本物流服务关注的重点是企业内部运作的绩效。企业通常根据这些内部标准的执行情况来评价其客户服务水平。事实上，即使企业能够为客户提供高水平基础客户服务，也并不意味着企业将为所有客户都给予零缺陷承诺。Customer satisfaction focuses on customers, their expectations, and their perceptions of supplier performance. Logistics executives must continuously monitor customer satisfaction and
32、seek to meet or exceed expectations. 客户满意则更强调客户、客户期望以及他们对供应商的运作绩效的感受。企业的物流管理者们必须密切关注客户对服务的满意程度，并且不断地提高物流运作绩效。Customer success focuses on the customers real requirements. Achieving success requires intimate knowledge of customers needs and operational requirements and a commitment by the service prov
33、ider to enhance a customers ability to compete more successfully in the marketplace. 客户成功则强调客户的真实需求。要实现客户成功，供应商就必须熟知客户的需要，了解他们的潜在需求，协助他们的增强竞争力，使其在各自的市场领域内获得更大的成功。客户服务1. 强调企业内部运作的绩效2. 如何实现：建立客服平台，基于a.竞争对手或本行业中被广泛接受的管理习惯 b.公司整体战略通过内部标准的执行情况来评价其客户服务水平客户满意度1. 强调客户、客户期望及其对供应商运作绩效的感受2. 如何实现：关注客户对服务的满意程度提高
34、物流运作绩效客户成功1. 强调客户真实需求2. 如何实现：熟知客户需要了解其潜在需求协助其增强竞争力使其在市场内获得成功这题目就是将三个概念互相比较，直接画图答：关于Customer service的概念有三句话：（Customer service关注组织内部的经营表现）Customer service focuses on the organizations internal operational performance（Customer service的平台根据两个内部标准建立的， 一个是行业内认可的惯例，一个是公司的营销策略）Customer service platform is e
35、stablished according to：a. industry-acceptable practice b. firms marketing strategy.（评价Customer service的表现与内部标准有没有完成相关）assess their customer service performance relative to if these internal standards are accomplished关于Customer satisfaction有两句话：（Customer satisfaction强调客户、期望及其对供应商表现好不好的感受）Customer sa
36、tisfaction focuses on customers, expectations, and perceptions of supplier performance.（公司要关注客户满意度，满足他们的期望）Managers must monitor customer satisfaction and meet expectations. 关于Customer success的概念有两句话：（Customer success强调用户的真实需求）Focus on the customers real requirements.（达到Customer success需要熟知客户需求，需要增强
37、客户在其市场里竞争得更成功）Achieving success requires intimate knowledge of customers needs，enhancing a customers ability to compete successfully in the market.复杂词：monitor 关注、监视expectations 期望requirements 需求intimate 熟知，了解enhancing 加强Customer service1. Customer service focuses on the organizations internal operat
38、ional performance2. Customer service platform is established according to a. competitor or industry-acceptable practice b. firms overall marketing strategy.3. assess their customer service performance relative to how well these internal standards are accomplishedCustomer satisfaction1. Managers must
39、 monitor customer satisfaction and meet expectations. 2. Customer satisfaction focuses on customers, expectations, and perceptions of supplier performance.Customer success1 Focus on the customers real requirements.2 Achieving success requires intimate knowledge of customers needs，3 enhancing a custo
40、mers ability to compete successfully in the market.Focus on the customers real requirements.4. Why would a companys cost of manufacturing and procurement tend to increase as the firm changes from an MTP to an MTO strategy? Why would inventory costs tend to decrease? 4. 当企业从MTP模式转向MTO模式时，为什么生产成本和采购成本
41、上升？而库存成本会下降？MTP refers to make-to-plan. In MTO strategies, significant finished goods inventory is typically manufactured in anticipation of future customer requirements. Using MTP strategy, industries can gain economy of scale, but on the other hand need large warehousing capacity to store finished
42、 product. MTP指make-to-plan，按计划生产。企业根据对客户需求的预测，生产出大量成品，这导致了库存数量的增加。如果采用MTP模式，企业可以通过长期生产来实现规模经济，但需要具备存储大量成品库存的能力。MTO refers to make-to-order. MTO manufacturing strategies seek to manufacture to customer specification. In MTO, exact quantities and configurations are produced in relatively small quantit
43、ies.MTO是指make-to-order，按订单生产。MTO是根据客户的具体要求进行生产，该模式下产品的数量相对较少，因为其完全是按照客户要求的数量和规格来生产。So compare to MTP, the inventory cost in MTO is lower because MTO manufacturing strategy require less finished goods inventory than MTP. But the manufacturing and procurement cost tends to increase because MTO strateg
44、y cannot utilize economy of scale.所以与MTP相比，MTO的库存成本更低因为其成品库存数量少。但生产和采购成本高是因为其没能达到规模经济。Total cost ：总成本Invrntory/warehouse：库存/仓储成本/每单位Manufacturing/procurement：生产/采购成本/每单位Transportation：运输成本Quantity：产品数量（把中文英文替换）然后回答不变MTP1. MTP refers to make-to-plan. 2. Finished goods inventory is manufactured in ant
45、icipation of future customer requirements. Can gain economy of scale, it needs large warehousing capacity to store finished product. MTO1. MTO seek to manufacture to customer specification. 2. MTO refers to make-to-order. Exact quantities and configurations are produced in small quantities.这题目实际就是问MTP和MTO两种不同生产方式的区别。分三部分第一部分直接用表格回答，一栏写的是定义，右边一栏解释的是生产采购成本和库存成本各有什么不同。第二部分画张图，第三部分两句话总结：MTP的部分，一共三句话（MTP指照着计划生产）MTP refers to make-to-plan. （成品库存是根据客户未来需求的预测来制造的）Finished goods inventory is manufactured in anticipation of future customer requirements. （可以达到规模经济