Direct Marketing, Indirect Profits: A Strategic Analysis of Dual-Channel Supply-Chain Design

From MaRDI portal
Publication:3114826

DOI10.1287/mnsc.49.1.1.12749zbMath1232.90231OpenAlexW2126741666MaRDI QIDQ3114826

Dilip Chhajed, James D. Hess, Wei-yu Kevin Chiang

Publication date: 19 February 2012

Published in: Management Science (Search for Journal in Brave)

Full work available at URL: https://doi.org/10.1287/mnsc.49.1.1.12749




Related Items

A review of bricks-and-clicks dual-channels literature: trends and opportunitiesOmni-channel strategy for an online retailer: considering experience service and shopping costsSupply chain structure in a market with deceptive counterfeitsBricks vs. clicks: which is better for marketing remanufactured products?Pricing and assortment decisions for a manufacturer selling through dual channelsWhether to adopt ``buy online and return to store strategy in a competitive market?Strategic pricing: an anti-encroachment policy of retailer with uncertainty in retail serviceProduct availability in competitive and cooperative dual-channel distribution with stock-out based substitutionDevelopment of a three-echelon SC model to optimize coordination costsComplexity Analysis of Pricing, Service Level, and Emission Reduction Effort in an e-Commerce Supply Chain Under Different Power StructuresThe influences of channel subsidy on consumers in a dual-channel supply chainPricing decisions and online channel selection strategies in dual-channel supply chains considering block chainFirms' pricing strategies under different decision sequences in dual-format online retailingOptimal collection delegation strategies in a retail-/dual-channel supply chain with trade-in programsProduct distribution strategy in response to the platform retailer's marketplace introductionPricing decisions in a dual supply chain of organic and conventional agricultural productsCertify or not? An analysis of organic food supply chain with competing suppliersA Mutual Subsidy Mechanism for a Seasonal Product Supply Chain Channel Under Double Price RegulationDistribution Channel Strategies and Retailer Collusion in a Supply Chain with Multiple RetailersShould a manufacturer encroach on its retailer's operations with quality differentiated products?Bundling and pricing decisions for bricks-and-clicks firms with consideration of network externalityA dual-channel supply chain problem with resource-utilization penalty: who can benefit from sales effort?Research on coordination complexity of E-commerce logistics service supply chainManufacturer encroachment and channel conflicts: a systematic review of the literatureInformation disclosure in a supply chain with copycat threatA particle swarm optimization algorithm for solving pricing and lead time quotation in a dual-channel supply chain with multiple customer classesCompetitive collection with convenience-perceived customersChannel configuration in a complementary market under different power structuresImplications of product line competition on channel matching strategies in a retail platformUniform pricing strategy vs. price differentiation strategy in the presence of cost saving and demand increasingPricing and quality level decisions of substitutable products in online and traditional selling channels: game‐theoretical approachesOptimal bargaining timing of a wholesale price for a manufacturer with a retailer in a dual-channel supply chainDynamic Pricing Game Under Different Channel Power Structures in a Closed-Loop Supply ChainPricing decisions for complementary products in a fuzzy dual-channel supply chainResearch on the Complexity of Dual-Channel Supply Chain Model in Competitive Retailing Service MarketReturn mode selection and pricing strategy for a dual-channel retailerNew retail versus traditional retail in e-commerce: channel establishment, price competition, and consumer recognitionQuantity Leadership for a Dual-Channel Supply Chain with Retail ServiceResearch on the complex features about a dual-channel supply chain with a fair caring retailerOptimal pricing and ordering strategies for dual-channel retailing with different shipping policiesOnline channel design in the presence of price self-matching: self-operating or e-marketplace?Optimal pricing strategy in a dual-channel supply chain: a two-period game analysisStrategic service investment by retailers confronted by manufacturer encroachmentOptimal retail price and service level in a dual-channel supply chain with reference price effectThe impact of retailer's demand information sharing strategies on manufacturer encroachmentRetailer's channel policy and two-part tariff contract in green supply chain: an optimization analysis considering channel purchasing costA monopolistic supply chain model under price threshold government subsidy contract``Buy online, pick up in store under fit uncertainty: to offer or not to offerChannel selection strategy for a retailer with finance constraint in a supply chain based on complex network theorySupply chain decision-making and coordination considering anticipated regret under price discountDecisions of e-commerce supply chain under consumer returns and different power structuresOrdering Decision and Coordination of a Dual-Channel Supply Chain with Fairness Concerns Under an Online-to-Offline ModelDYNAMIC ONLINE AND OFFLINE CHANNEL PRICING FOR HETEROGENEOUS CUSTOMERS IN VIRTUAL ACCEPTANCEContracting with asymmetric cost information in a dual-channel supply chainAnalysis of Pricing and Service Effort in Dual-Channel Supply Chains with Showrooming EffectDoes ESBO Omnichannel Strategy Benefit an Online Retailer with Consideration of Return Rate and Experience Service?``Bricks-and-mortar vs. ``clicks-and-mortar: An equilibrium analysisA supply chain model with direct and retail channelsPricing policies in dual distribution channels: the reference effect of official pricesImpact of a ``buy-online-and-pickup-in-store channel on price and quality decisions in a supply chainOmnichannel retail move in a dual-channel supply chainPower structure and channel integration strategy for online retailersDifferential game of product-service supply chain considering consumers' reference effect and supply chain members' reciprocity altruism in the online-to-offline modeChannel design and OEM growth in a multi-market setupManufacturer encroachment with capital-constrained competitive retailersPromoting end-of-season product through online channel in an uncertain marketRecycling channel selection and coordination in dual sales channel closed-loop supply chainsPareto Improvement Strategy for Service-Based Free-Riding in a Dual-Channel Supply ChainOptimal advertising decisions for promoting retail and online channels in a dynamic frameworkPrice and lead time decisions in dual-channel supply chainsConditions of reverse bullwhip effect in pricing for price-sensitive demand functionsAgency selling or reselling: e-tailer information sharing with supplier offline entryFashion products with asymmetric sales horizonsChannel characteristics and coordination in three-echelon dual-channel supply chainShould a manufacturer sell refurbished returns on the secondary market to incentivize retailers to reduce consumer returns?The Implications of Group-Buying as a Channel Option Under Capacity ConstraintService investment and consumer returns policy in a vendor-managed inventory supply chainDual-channel supply chain equilibrium problems regarding retail services and fairness concernsDual-channel supply chain: a strategy to maximize profitPricing policies for complementary products in a dual-channel supply chainDirect selling by suppliers improves system-wide information flowDynamic pricing strategy and coordination in a dual-channel supply chain considering service valueCoordinating a dual-channel supply chain with price discount contracts under carbon emission capacity regulationOptimal decisions for carbon emission reduction through technological innovation in a hybrid-channel supply chain with consumers' channel preferencesA contract coordination model of dual-channel delivery between UAVs and couriers considering the uncertainty of delivery for last mileA decision on the store-within-a-store strategy based on the uncertainty modelPricing decisions of a supply chain with multichannel retailer under fairness concernsOn the Relationship Between Quantity Precommitment and Cournot GamesDemand Forecasting and Pricing Decision with the Entry of Store Brand under Various Information Sharing ScenariosPrice and service competition of dual-channel supply chain with consumer returnsFree riding in a multi-channel supply chainPricing Strategy in Dual-Channel Supply Chains with Loss-Averse ConsumersPricing strategies in dual-channel supply chain with a fair caring retailerChannel coordination through quality improvement with brand halo effectOptimal decision in a dual-channel supply chain under potential information leakageInformation sharing and channel construction of supply chain under asymmetric demand informationJoint pricing and purchasing decisions for the dual-channel newsvendor model with partial informationMulti-channel Structure Selection Model for Minor EnterprisesImpact of Information Sharing Modes on the Dual-Channel Closed Loop Supply Chains Under Different Power StructuresDilemma of introducing a green product: impacts of cost learning and environmental regulationSupply chain decisions with reference quality effect under the O2O environmentJoint optimization of pricing and inventory control for dual-channel problem under stochastic demandProduct variety and channel structure strategy for a retailer-Stackelberg supply chainEnvironmental implications for online retailingPricing and replenishment policies in dual-channel supply chain under continuous unit cost decreaseDemand forecast sharing for a dominant retailer with supplier encroachment and quality decisionsChannel differentiation strategy in a dual-channel supply chain considering free riding behaviorWhen and how should a retailer use third-party platform channels? The impact of spillover effectsChannel and pricing decisions in a supply chain with advance selling of gift cards``Do the electronic books reinforce the dynamics of book supply chain market? -- a theoretical analysisImpact of an ``online-to-store channel on demand allocation, pricing and profitabilityAsymmetric product distribution between symmetric manufacturers using dual-channel supply chainsBeyond price mechanisms: how much can service help manage the competition from gray markets?Pricing and supply priority in a dual-channel supply chainThe comparison and complex analysis on dual-channel supply chain under different channel power structures and uncertain demandDemand forecast sharing in a dual-channel supply chainOptimal decisions in a dual-channel supply chain under simultaneous demand and production cost disruptionsPricing policies under direct vs. indirect channel competition and national vs. store brand competitionComplexity uncertainty analysis of dynamic in a dual-channel energy supply chain model with heterogeneous retailersThe impact of customer returns on supply chain decisions under various channel interactionsStrategic conditions for opening an internet store and pricing policies in a retailer-dominant supply chainClicks versus bricks: the role of durability in marketing channel strategy of durable goods manufacturersOptimal quality and quantity provisions for centralized vs. decentralized distribution: market size uncertainty effectsWho benefit from agency model: a strategic analysis of pricing models in distribution channels of physical books and e-booksThe effects of demand uncertainty on channel structureFeedback Nash equilibrium for dynamic brand and channel advertising in dual channel supply chain``Bricks vs. Clicks: the impact of manufacturer encroachment with a dealer leasing and selling of durable goodsCompetitive collection under channel inconvenience in closed-loop supply chainManaging a retail-competition distribution channel with incentive policiesStrategic interactions in service supply chain with horizontal competitionAdvertising games on national brand and store brand in a dual-channel supply chainOptimal decisions for a dual-channel supply chain under information asymmetryImpact of risk aversion on price and quality decisions under demand uncertainty via the CARA utility functionA marketing strategy in a closed-loop supply chain with loss-averse consumersPricing strategies of a traditional retailer and a direct distributor when consumers hold channel preferencesDifferent dominant models and fairness concern of e-supply chainGame models on optimal strategies in a tourism dual-channel supply chainPricing decisions of a dual-channel supply chain considering supply disruption riskA rising e-channel tide lifts all boats? The impact of manufacturer multichannel encroachment on traditional selling and leasingPricing and bargaining strategy of e-retail under hybrid operational patternsSuppliers' competition and manufacturer's product mix: the role of ingredient brandWhen should the offline retailer implement price matching?Manufacturers' channel competition with retailer demand-enhancing serviceFit revelation strategy in a supply chain with two types of consumersIndependent sales or bundling? Decisions under different market-dominant powersA bi-level stochastic optimization model for reliable supply chain in competitive environments: hybridizing exact method and genetic algorithmReverse bullwhip effect in pricingA manufacturer distribution issue: how to manage an online and a traditional retailerCompetition and coordination in a three-tier supply chain with differentiated channelsEntry of online presale of fresh produce: a competitive analysisManufacturer encroachment with quality decision under asymmetric demand informationWhen should a manufacturer set its direct price and wholesale price in dual-channel supply chains?Coordination of the traditional and the online channels for a short-life-cycle productOptimal pricing policies for differentiated brands under different supply chain power structuresPrice and quality decisions in dual-channel supply chainsGroup-buying and channel coordination under asymmetric informationThe impact of customer returns in a supply chain with a common retailerInteraction between channel strategy and store brand decisionsWhen to introduce an online channel, and offer money back guarantees and personalized pricing?Strategic planning: design and coordination for dual-recycling channel reverse supply chain considering consumer behaviorCapacity allocation under downstream competition and bargainingPricing and rebate strategies for an e-shop with a cashback websiteStrategic introduction of the marketplace channel under spillovers from online to offline salesSupplier encroachment under nonlinear pricing with imperfect substitutes: bargaining power versus revenue-sharingComplementary product pricing and service cooperation strategy in a dual-channel supply chainManaging inventories in a two-echelon dual-channel supply chainChannel strategy for manufacturers in the presence of service freeridersBuyback contracts to solve upstream opportunismCoordinating pricing and advertising in a two-period fashion supply chainDynamic channel control and pricing of a single perishable product on multiple distribution channelsThe impact of digital channel distribution on the experience goods industryQuality differentiation in a dual-channel supply chainCompetition in dual-channel supply chains: the manufacturers' channel selectionPartial outsourcing from a rival: quality decision under product differentiation and information asymmetryManufacturer encroachment and product assortment under vertical differentiationCompetition in a dual-channel supply chain considering duopolistic retailers with different behavioursPricing model for dual sales channel with promotion effect considerationComparison of dual-channel supply chain structures: e-commerce platform as different rolesResearch on cost information sharing and channel choice in a dual-channel supply chainIncreasing channel profit in the sale of durable goodsPricing decision problem in dual-channel supply chain based on experts' belief degreesProfit sharing and firm performance in the manufacturer-retailer dual-channel supply chainRetail service for mixed retail and e-tail channelsPricing of a three-stage supply chain with a big data companyPricing strategy of dual-channel supply chain with a risk-averse retailer considering consumers' channel preferencesSelection and impact of decision mode of encroachment and retail service in a dual-channel supply chainImpacts of horizontal mergers on dual-channel supply chainWho should introduce the third-party platform channel under different pricing strategies?Revenue management for a supply chain with two streams of customersEffects of risk attitudes and investment spillover on supplier encroachmentAnalysis of financing strategy in coopetition supply chain with opportunity costManaging piracy: dual-channel strategy for digital contentsEliminate demand information disadvantage in a supplier encroachment supply chain with information acquisitionEncroachment by a better-informed manufacturerModeling the relationship between fairness concern and customer loyalty in dual distribution channelRefurbished products and supply chain incentivesOptimal timing of acquisition price announcement for used products in a dual-recycling channel reverse supply chainManaging brand competition with consumer fairness concern via manufacturer incentiveShould a retailer bargain over a wholesale price with a manufacturer using a dual-channel supply chain?Inducing information transparency: the roles of gray market and dual-channelThe interplay between quality improvement and information acquisition in an E-commerce supply chainCoordination in competitive dual sales channels of the mobile phone industryFinancing strategies for a capital‐constrained manufacturer in a dual‐channel supply chainOptimal channel strategies in a supply chain under green manufacturer financial distress with advance payment discountThe value of introducing customer‐to‐manufacturer model by the online retailerOptimal consumer sales tax policies for <scp>online‐offline</scp> retail operations with consumer returnsThe marketplace dilemma: Selling to the marketplace vs. selling on the marketplaceImpact of capacity on the supplier's distribution channel selection in facing a retail platformInformation disclosure with endogenous channel structureDemand information acquisition strategy in a dual channel supply chainProbabilistic selling and manufacturer encroachment in retail markets with vertical‐differentiated productsShould competing suppliers with dual-channel supply chains adopt agency selling in an e-commerce platform?What type of contract should e-tailers offer sellers when facing internal competitionWhether a retailer should enter an e‐commerce platform taking into account consumer returnsThe impact of consumer behavior on preannounced pricing for a dual‐channel supply chainAn investigation of original equipment manufacturer's optimal remanufacturing mode and engagement strategy“Production + procurement” outsourcing with competitive contract manufacturer's partial learning and supplier's price discriminationEffect of fairness on channel choice of the mobile phone supply chainThe bright side of third‐party marketplaces in retailingEffect of the buy‐online‐and‐pickup‐in‐store option on pricing and ordering decisions during online shopping carnivalsPricing decisions with different time sequences in a cross‐border dual‐channel supply chainSupplier or co-optor: optimal channel and logistics selection problems on retail platformsAre price matching and logistics service enhancement always effective strategies for improving profitability?The \(\alpha \)-egalitarian Myerson value of games with communication structureWill providing return-freight-insurances do more good than harm to dual-channel e-commerce retailers?The impact of retail pricing leadership under manufacturer encroachmentOptimal channel structure for a green supply chain with consumer green-awareness demandWhether and how manufacturers encroach the marketThe impact of production diseconomies on manufacturer encroachmentImplications of coproduction technology on waste management: who can benefit from the coproduct made of leftover materials?Separation or integration: the game between retailers with online and offline channelsOptimal selling format considering price discount strategy in live-streaming commerceThe optimal advertising strategy with differentiated targeted effect consumersCooperation strategies with third‐party platform: E‐tailer and manufacturer perspectivesOnline demand disruption in the presence of constrained capacityManufacturer encroachment and quality investment decisions in a two‐period supply chain