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ABSTRACT Sequential bidding by suppliers on complex engineering/manufacturing contracts has become pervasive in many manufacturing industries. In maturing.

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Insert Your Title Here Insert Authors Here Department or institution name Abstract Sequential bidding by suppliers on complex engineering/manufacturing contracts has become pervasive in many manufacturing industries. In maturing industries, such as autos, relational ties between suppliers and the OEMs they serve have become key ingredients in profit performance, initial and subsequent pricing, and the probabilities of winning sequential contracts. Yet, the literature is relatively barren in studies that explore this phenomenon. In this paper, we attempt to fill this void. We develop alternative models of sequential bidding by a tier one supplier in the automotive industry. We show how optimum bid prices for each bidding cycle over a fixed time period can be derived through the use of backward dynamic programming. This unique approach takes into account the supplier’s ability to learn from its experiences with a particular OEM and explores the value of relational ties with that OEM and the use of loss-leader pricing when developing a long-term, sequential bidding strategy. Assumptions Text….. Objectives & Observations Continued Text….. Detailed Analysis Continued Text….. Example Text….. What is new / contributions Sequential bidding by suppliers on complex engineering/manufacturing contracts has become pervasive in many manufacturing industries. In maturing industries, such as autos, relational ties between suppliers and the OEMs they serve have become key ingredients in profit performance, initial and subsequent pricing, and the probabilities of winning sequential contracts. Yet, the literature is and the use of loss-leader pricing Objectives & Observations Text….. Detailed Analysis Text….. Critical Modeling Parameters Competitive advantage δ: Amount new supplier will have to underbid an existing supplier in order to win first contract. Percentage savings to the OEM Factored into calculation of probability of winning the bid Cost reduction Cost reduce by % through a) Learning , b) Start-up cost Conclusions Text…..