.png){kind=icon}
返回
Managing channel profits
.png){kind=icon}
PRE
AI
DOI：10.1287/mksc.1070.0332.png)
.png){kind=icon}
原文求助.png){kind=icon}
分享.png){kind=icon}
收藏
摘要
En 中文
A channel of distribution consists of different channel members each having his own decision variables. However, each channel member's decisions do affect the other channel members' profits and, as a consequence, actions. A lack of coordination of these decisions can lead to undesirable consequences. For example, in the simple manufacturer-retailer-consumer channel, uncoordinated and independent channel members' decisions over margins result in a higher price paid by the consumer than if those decisions were coordinated. In addition, the ensuing suboptimal volume leads to lower profits for both the manufacturer and the retailer. This paper explores the problems inherent in channel coordination. We address the following questions. What is the effect of channel coordination? What causes a lack of coordination in the channel? How difficult is it to achieve channel coordination? What mechanisms exist which can achieve channel coordination? What are the strengths and weaknesses of these mechanism? What is the role of nonprice variables (e.g., manufacturer advertising, retailer shelf-space) in coordination? Does the lackof coordination affect normative implications from in-store experimentation? Can quantity discounts be a coordination mechanism? Are some marketing practices actually disguised quantity discounts? We review the literature and present a simple formulation illustrating the roots of the coordination problem. We then derive the form of the quantity discount schedule that results in optimum channel profits.
Keyword:
distribution
profitability
margins
coordination
AI总结
对已上传原文的论文进行重点信息的提取，主要内容包括：简要概述、研究摘要、背景介绍、关键亮点、图文解析、展望与总结。
期刊
IF:
10.1
论文数:
3.4K
被引数:
2.2W
机构
引用论文
ΔpH‐dependent chlorophyll fluorescence quenching indicating a mechanism of protection against photoinhibition of chloroplasts.png)
FEBS Letters
OAAI
FEBS LettersIF0
OAAI分享收藏分享收藏
查看更多内容