ABSTRACT

Successful bidding involves defining relevant technical bid solutions that conform to the customers' requirements, then selecting the most interesting one for the commercial offer. However, in Engineer-To-Order (ETO) industrial contexts, this selection process is complicated by issues of imprecision, uncertainty and confidence regarding the values of the decision criteria. To address this complexity, a Multi-Criteria Decision Making (MCDM) support approach is proposed in this study. This approach is based on possibility theory and the Pareto-dominance principle. It involves three main stages. First, a method is proposed to automatically model the values of the decision criteria by possibility distributions. Second, four possibilistic mono-criterion dominance relations are developed to compare two solutions with respect to a single decision criterion. Finally, an interactive method is devised to determine the most interesting technical bid solutions with respect to all the decision criteria. The method is applied to the design of a technical bid solution of a crane. The results show that this approach enables bidders to select the most interesting solution during a bidding process, while taking into account imprecision, uncertainty and their own confidence regarding the values of the decision criteria.

摘要

成功的投标包括定义符合客户要求的相关技术投标解决方案，然后为商业报价选择最有趣的一个。然而，在按订单设计 (ETO) 的工业环境中，由于决策标准值的不精确性、不确定性和置信度等问题，该选择过程变得复杂。为了解决这种复杂性，本研究中提出了多标准决策（MCDM）支持方法。这种方法基于可能性理论和帕累托优势原则。它包括三个主要阶段。首先，提出了一种通过可能性分布对决策标准的值进行自动建模的方法。第二，开发了四种可能的单一标准优势关系，以根据单个决策标准比较两个解决方案。最后，设计了一种交互式方法来确定关于所有决策标准的最有趣的技术投标解决方案。将该方法应用于起重机技术标方案的设计中。结果表明，这种方法使投标人能够在投标过程中选择最有趣的解决方案，同时考虑到不精确性、不确定性和他们自己对决策标准值的信心。