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在学术研究方面，国内外学者对于铁矿石定价研究有着许多的成果，其
研究重点多数在长协定价机制演变及对钢铁企业影响、季度指数定价特征和
海运铁矿石定价决定因素分析等现实问题上，但是研究视角均以三大矿山主
导的海运铁矿石市场为主，对于陆运进口铁矿石市场分析和定价策略研究存
在着一定的空白。事实上，我国边境地区钢铁企业均利用地缘优势，采取陆
运方式进口铁矿石。在这样的背景下，本文选取西钢集团作为研究对象，从
不同市场选择到对应市场定价策略选取进行逐步分析展现
本文立足于当前国际铁矿石市场情况，通过对长协定价机制和季度定价
机制的介绍，给出西钢集团可以借鉴的定价方式。同时通过供求曲线分析，
说明指数定价下市场的可操纵性。分析各个铁矿石采购市场结构，研究供应
商市场所占份额。从市场变动、卖方行为和交易成本等方面分析现行定价策
略存在的问题，通过模型分析卖方超额利润，并通过实际交易价格对比论证
卖方合谋行为。比对长协定价机制和季度指数定价机制对西钢成本的影响，
结合西钢特定采购需求和季节因素，给出相应策略下的定价优化
本文以西钢集团为分析对象，力求对铁矿石采购定价策略选取中涉及的
定价机制、市场结构、综合成本和季度因素影响等诸多内容进行展示，为边
境地区钢铁企业铁矿石采购定价提供分析参考，为企业管理者提供有益的借
鉴
关键词：铁矿石采购；长协定价；季度指数定价哈尔滨工业大学工商管理硕士学位论文
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Abstract
At present, the global economy slows down, Under Chinese new normal
operation of economy, China’s steel demand will no longer maintain previous
high-speed growth. In cases of lack of steel demand at home and aboard and steel
price is lower than cost of production, Xlsteel Group doesn’t make a profit in
recent years. It’s the fundamental problem to think of how to further reduce
procurement cost and make up the deficits and get surpluses. The procurement
cost of iron ore accounted for 80% of the total cost of raw materials of Xlsteel
Group. The decline of procurement cost of iron ore will directly promote the
steel profits on sale, so the research of the pricing strategy for iron ore purchase
is crucial for Xlsteel Group.
In academic research, the domestic and foreign scholars have many research
results for iron ore pricing, most of the researches focus on the evolution of the
long-term agreement pricing mechanism and impacts on steel
enterprises,quarterly index pricing characteristics and analysis for determined
factors of pricing of marine iron ore, but the angle of view is mainly based on
marine iron ore market of three mines ,there exists a certain blank on analysis of
transportation imported iron ore market and research of pricing st rategies. In fact,
iron and steel enterprises in border area are use of geographical advantages that
take the way of transportation of imported iron ore. In this background, this
paper selects Xlsteel Group as the object of research, show to readers gradually
from different choices of market to strategic selections of corresponding market
pricing.
Based on the current situation of the international iron ore market, this
paper comes up with reference pricing for Xlsteel Group that through the
long-term agreement pricing mechanism and quarterly index pricing mechanism.
At the same time, we can indicate the operability of market under index pricing
through the analysis of the supply and demand curve. Analyze the procurement
market structure of iron ore and study the share of supplier market.Analyze the
problems of existing pricing strategy from the market changes, the seller
behavior and transaction cost. Analyze the excess profits of seller by model and哈尔滨工业大学工商管理硕士学位论文
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prove the seller collusion behavior by comparing actual price of transaction.
Compare the effect of long-term agreement pricing mechanism with quarterly
index pricing mechanism and combine with specific requirements of procurement
of Xlsteel Group and seasonal factors, so that put forward a pricing optimization
with corresponding strategy.
This paper select Xlsteel Group as the object of study and show the
selections of pricing strategy of iron ore purchase which involved pricing
mechanism, structure of market,comprehensive cost and seasonal factors, etc. It
provides reference for iron and steel enterprises in border area to make a price of
iron ore procurement and offer a useful reference for managers of enterprises.
Key words: iron ore purchase, long-term agreement pricing, quarterly index
pricing哈尔滨工业大学工商管理硕士学位论文
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目 录
摘要.....I
Abstract .II
第 1 章 绪论 ...... 1
1.1 研究背景及意义 .. 1
1.1.1 研究背景 ....... 1
1.1.2 研究意义 ....... 2
1.2 国内外研究现状 .. 2
1.2.1 国外研究现状 ........... 2
1.2.2 国内研究现状 ........... 3
1.2.3 国内外文献综述........ 4
1.3 本文的主要研究内容及思路 ....... 5
第 2 章 铁矿石定价机制及西钢铁矿石采购市场结构 . 6
2.1 长协定价机制 ...... 6
2.1.1 长协定价机制的产生6
2.1.2 长协定价机制的运行方式 .... 6
2.1.3 长协定价机制在不同市场间应用 ..... 7
2.2 季度指数定价机制........... 8
2.2.1 季度指数定价机制的产生 .... 8
2.2.2 季度指数定价机制的运作方式 ........ 9
2.2.3 季度指数定价机制的模型 .. 10
2.3 西钢集团铁矿石采购市场结构 . 12
2.3.1 海运铁矿石市场格局 .......... 12
2.3.2 俄罗斯陆运铁矿石市场格局 .......... 14
2.3.3 国产铁矿石市场格局 .......... 16
2.4 本章小结18
第 3 章 西钢现行铁矿石采购定价及不同定价对成本影响 ... 19
3.1 西钢铁矿石采购定价演变 ......... 19
3.1.1 完全市场定价阶段 .. 19
3.1.2 长协定价阶段 ......... 19
3.1.3 多维度定价并行阶段 .......... 20哈尔滨工业大学工商管理硕士学位论文
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3.2 西钢现行铁矿石采购定价策略存在的问题 ...... 21
3.2.1 国内外铁矿石市场非同期变动 ...... 21
3.2.2 季度指数定价的卖方超额利润 ...... 21
3.2.3 卖方合谋行为 ......... 23
3.2.4 交易对手信息和潜在客户不足 ...... 26
3.2.5 采购绩效指标考核 .. 26
3.3 长协定价对西钢采购成本
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