Volume discounting coordinates a supply chain effectively when demand is sensitive to both price and sales effort

DOI10.1016/J.COR.2012.04.014zbMATH Open1349.90544OpenAlexW2107580737MaRDI QIDQ339681FDOQ339681

Authors: Hon-Shiang Lau, Chang Su, Yao-Yu Wang, Zhong-Sheng Hua 

Publication date: 11 November 2016

Published in: Computers \& Operations Research (Search for Journal in Brave)

Full work available at URL: https://doi.org/10.1016/j.cor.2012.04.014

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zbMATH Keywords

pricingcontract designdecision under uncertain system parameterssales effortvolume discounting

Mathematics Subject Classification ID

Marketing, advertising (90B60) Consumer behavior, demand theory (91B42) Transportation, logistics and supply chain management (90B06)

Cites Work

• Supply chain coordination under channel rebates with sales effort effects
• Supply chain coordination with revenue-sharing contracts: strengths and limitations
• Supply contracts in manufacturer-retailer interactions with manufacturer-quality and retailer effort-induced demand
• Title not available (Why is that?)
• Coordinating a supply chain with effort and price dependent stochastic demand
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• A quantity discount approach to supply chain coordination
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• Usefulness of resale price maintenance under different levels of sales-effort cost and system-parameter uncertainties
• Pricing and volume discounting for a dominant retailer with uncertain manufacturing cost information
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• Channel Coordination and Quantity Discounts
• Resale price maintenance contracts with retailer sales effort: Effect of flexibility and competition
• A supplier's optimal quantity discount policy under asymmetric information
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• Unified discount pricing models of a two‐echelon channel with a monopolistic manufacturer and heterogeneous retailers
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• A comparison of different quantity discount pricing policies in a two-echelon channel with stochastic and asymmetric demand information
• Coordinating ordering and pricing decisions in a two-stage distribution system with price-sensitive demand through short-term discounting

Cited In (9)

• Financing the capital-constrained online retailer with risk aversion: coordinating strategy analysis
• Call, put and bidirectional option contracts in agricultural supply chains with sales effort
• A revised sales rebate contract with effort‐dependent demand: a channel coordination approach
• Coordination in a retailer‐dominated supply chain with a risk‐averse manufacturer under marketing dependency
• Revenue-sharing between developers of virtual products and platform distributors
• Pricing and sales-effort investment under bi-criteria in a supply chain of virtual products involving risk
• A two-price policy for a newsvendor product supply chain with time and price sensitive demand
• Discount pricing decisions in distribution channels with price-sensitive demand.
• A mathematical model on eco-friendly manufacturing system under probabilistic demand

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