We examine the effect of relationship-specific investment on the use of detailed contracts using data on transactions from a survey of Romanian firms. In those transactions, seller relationship-specific investment increases the amount of contractual detail, while buyer relationship-specific investment decreases it. We interpret these results using a hostages model applied to cash-flow and credi...

In most markets, buyers differ in their ability or willingness to switch supplier. This note proposes a novel industry concentration measure that takes this heterogeneity into account. The index increases the share of captive sales, coincides with Hirschman–Herfindahl Index when none are captive, and ”pure monopoly” value 1 all captive.

This paper studies dynamic innovation and pricing decisions in a two-echelon supply chain. We model distribution channel where seller sells product to an independent buyer who ultimately it the customers. refer as efforts made on quality improvement, or process improvement. Both players can put over time which turn may enhance goodwill of market. The demand increases with decreases retail price...

In this paper we study dynamic strategic bargaining in business-to-business markets wherein a seller and a buyer possess symmetric information and negotiate over the price of a product for which the seller has a limited capacity. Motivated by the microprocessor market, our model offers an explanation for the occasional observations of delayed price agreement in this market, which cannot be expl...

This paper formulates a two-echelon single-producer multi-buyer supply chain model, while a single product is produced and transported to the buyers by the producer. The producer and the buyers apply vendor-managed inventory mode of operation. It is assumed that the producer applies economic production quantity policy, which implies a constant production rate at the producer. The operational pa...

Suitable suppliers’ recommendation forms the basis for a successful procurement process. An automated personalization of procurement opportunities relies on the buyer and the seller profiles consistency. However, dealing with their profiles matching is not a trivial task. In fact, each contextual detail may play a crucial role in the decision making procedure especially when final users express...

This paper develops a model of an integrated vendor–buyer supply chain with imperfect production and shortages. We assume that market demand is sensitive to the buyer’s selling price and thus study combined operations and pricing decisions in the supply chain. We first derive the expected profit per unit of time using the well-known renewal-reward theorem, and then maximize profit for the cases...

T paper studies the impact of strategic customer behavior on supply chain performance. We start with a newsvendor seller facing forward-looking customers. The seller initially charges a regular price but may salvage the leftover inventory at a lower salvage price after random demand is realized. Customers anticipate future sales and choose purchase timing to maximize their expected surplus. We ...