A dual-channel supply chain problem with resource-utilization penalty: who can benefit from sales effort?

DOI10.3934/JIMO.2020097MaRDI QIDQ2666693zbMATH OpenOpenAlexFDO

Authors Lianxia Zhao, Jianxin You, Shu-Cherng Fang

Publication date 23 November 2021

Published in Journal of Industrial and Management Optimization (Search for Journal in Brave)

Full work available at URL https://doi.org/10.3934/jimo.2020097

zbMATH Keywords

dual-channelpricing strategyresource-utilization penaltysales effortsupply chain management

Mathematics Subject Classification ID

Transportation, logistics and supply chain management (90B06) Marketing, advertising (90B60) Decision theory (91B06)

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Cites work

• Coordination of the traditional and the online channels for a short-life-cycle product
• Direct marketing, indirect profits: A strategic analysis of dual-channel supply-chain design
• Prices, promotions, and channel profitability: was the conventional wisdom mistaken?
• Pricing and assortment decisions for a manufacturer selling through dual channels
• Pricing and sales-effort investment under bi-criteria in a supply chain of virtual products involving risk
• Sales effort free riding and coordination with price match and channel rebate
• Supply chain coordination under channel rebates with sales effort effects
• When should a manufacturer set its direct price and wholesale price in dual-channel supply chains?
• When to introduce an online channel, and offer money back guarantees and personalized pricing?

Cited in

(3)

• The value of virtual pooling in dual sales channel supply chains
• Strategic service investment by retailers confronted by manufacturer encroachment
• When can a manufacturer benefit from adding a direct sharing channel?

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