Otomasyon sektöründe bayi seçimi için bir bulanık karar verme yaklaşımı

The purpose of this thesis is to investigate the importance of distributor selection in automation sector. A lot of criteria should be considered in selection process. In today's world, all companies take the risk minimization into consideration. As a result of globalization, risk minimization is an effective tool in order not to face with negative results in the future. For that purpose, some criteria should be applied in order to find the right distributor or partner. Also, in other aspect, using these criteria in selection process can increase the companies' profits by selecting the most beneficial distributor. It is also crucial to emphasize that this research study is a Multiple Criteria Decision Making (MCDM) problem since it includes some criteria and the decision process of selection among alternatives uses these criteria. Distributor selection as a research study is not directly a popular topic in academic world. When the previous research studies have been investigated, the obtained findings were very limited. However, the topic, which is supplier selection and their risk factors, has a lot of similarities with the distributor selection process. When the risk criteria were examined, it was found that some parameters could also be used for distributor selection. Besides the criteria which are related to the both topics, some criteria, proposed by the experts, are also added. Moreover, the pre-existing criteria were reinterpreted according to the current topic. In total, nine criteria were used for the selection and calculations. In this work, the risk factors which were affecting the distributor selection were analyzed. Also, the significance of applying the method on multi criteria distributor selection problem was shown by the obtained findings. The risk factors were defined by literature review and the expertise of the decision makers. Also, their importance degrees were identified by decision makers. The final crisp weights of each criteria were also sorted according to show their importance degrees. However, the crisp weights were not used in calculations; the calculated aggregated fuzzy weights were used to find the most appropriate alternative. According to the criteria which were taken into consideration, the distributor which was selected as a partner was found by the proposed fuzzy MCDM approach based on the ordered weighted averaging (OWA) technique. For this purpose, as it is mentioned before, the criteria were defined. Then, their importance levels were assigned by the experts. The experts' assessments on criteria were aggregated using OWA method and the results were presented according to this model. Before the distributor alternatives which met these criteria were determined, the final risk scores of all candidates were calculated. Their risk levels were sorted from less risky to most risky alternative. However, there was a constraint which affected the selection process. The constraint was the margin rate that distributors requested from the main company. For this purpose, the experts of the main company also defined a limit value for the margin that could be demanded by distributors. If a distributor wants to sell the products with the margin that exceeds the threshold value, it will be eliminated from the selection process. According to the results, the less risky alternative which satisfies the margin rate constraint was chosen as the most appropriate distributor among the other candidates. The resulting model will help the companies who want to make a partnership with distributor model in terms of business partner selection and risk minimization. Key Words: Distributor Selection, Risk Criteria, Risk Minimization, OWA Technique