Ordering Behavior and the Impact of Allocation Mechanisms in an Integrated Distribution System

Eirini Spiliotopoulou, Karen Donohue, Mustafa Çagri Gürbüz

Research output: Contribution to journalArticlepeer-review

2 Scopus citations


We study the impact of three well-known inventory allocation mechanisms, including proportional, linear, and uniform, on the ordering behavior of retailers serviced from a central distribution center. Based on the allocation mechanism, retailers may have an incentive to adjust (either inflate or deflate) their orders to gain a more favorable allocation, a behavior that may reduce allocation efficiency from a system perspective. We find that while all three mechanisms are centrally optimal under common knowledge of local demands, only the uniform allocation incentivizes retailers to set orders truthfully. Consistent with theory, our experimental results show that using proportional or linear allocation results in larger and more frequent order adjustments, with the degree of strategic ordering being largest under the linear mechanism. Across all mechanisms, order adjustments decrease both allocation efficiency and local retail profits. While uniform allocation results in smaller and less frequent adjustments overall, it may not be feasible to implement in more general settings. Hence, we propose and test a new mechanism, tailored uniform, that leverages the uniform principle while overcoming some practical limitations. It provides more flexibility by allowing for differences in the allocated quantities among retailers, while still providing no incentive for order manipulation. The tailored uniform mechanism performs similarly to uniform in terms of order adjustments, and further increases allocation efficiency when retailers have heterogeneous demands.

Original languageEnglish (US)
Pages (from-to)422-441
Number of pages20
JournalProduction and Operations Management
Issue number2
StatePublished - Aug 9 2021
Externally publishedYes

Bibliographical note

Funding Information:
The authors thank the department editor, Elena Katok, the anonymous senior editor, and reviewers for their helpful suggestions that significantly improved the manuscript. The authors also thank the participants of the 2017 Behavioral Operations Conference (Boston, MA), 2017 POMS annual conference (Seattle, WA) and seminar participants at TU Eindhoven (Netherlands) for their insightful comments on earlier versions of this research, as well as Sander de Leeuw and Jan Fransoo for constructive discussions. The authors also gratefully acknowledge support from the Network‐Institute Tech Labs, VU University Amsterdam, and CentERlab, Tilburg University, where the experiments were conducted. 1

Publisher Copyright:
© 2021 The Authors. Production and Operations Management published by Wiley Periodicals LLC on behalf of Production and Operations Management Society


  • allocation mechanisms
  • behavioral operations
  • inventory allocation
  • laboratory experiments
  • ordering behavior


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