D price promotions generate additional revenue and for whom? Which brand, category, and market conditions influence promotional benefits and their allocation across manufacturers and retailers? To answer these questions, we conduct a large-scale econometric investigation of the effects of price promotions on manufacturer revenues, retailer revenues, and total profits (margins). A first major fi...

This paper considers a supply chain where a manufacturer sells its product through a retailer. In such a market, a potential entrant can make a substitute product by imitating the incumbent's product and then sells it to the common market with one of three alternative entry modes: (i) selling through the incumbent's retailer, (ii) selling through another independent retailer, or (iii) selling d...

We study lead time options in a manufacturer and a retailer supply chain where the retailer uses the (R, Q) inventory policy: the retailer places an order to the manufacturer who uses a transporter to deliver the order a lead time later. The manufacturer promises to expedite or postpone the delivery (using its own means or different transportation options) by a certain amount of time if the ret...

Modern business environment focuses on improving the operational efficiency of supplier, retailer and customers through integrating their inventory. Although a smoothly running integrated inventory system is ideal, the reality is to deal with imperfectness in transportation. In actual production environments, inventory items are not perfect and defectiveness occurs in random process.  In this p...

Research on information sharing partnerships between manufacturers and retailers in a supply chain is relatively recent. The research has generally focused on models involving a single retailer or multiple retailers with independent demands. We analyze the value of demand information sharing in a one manufacturer–N retailer model in which demands at the retailers during a time period may be cor...

The retailer (buyer) is usually allowed a permissible credit period to pay back the dues without paying any interest to the wholesaler (supplier). In this problem the retailer can pay the wholesaler either at the end of credit period or later incurring interest charges on the unpaid balance for the overdue period. This research develops a retailer's model for optimal cycle and payment times for...

Theories from Information Systems, Marketing and Economics suggest that product, retailer, and market characteristics jointly serve as determinants of online retailers' ability to price differentiate. Until now, the empirical research has focused on examining the impact of these determinants in isolation. In this paper, we extend the prior online price dispersion literature by examining the int...

This paper assesses the impact of sharing customers’ channel preference information on pricing and performance in a dual channel supply chain, where the supplier opens a direct channel and a traditional retailer owns a retail channel. Both the supplier and the retailer perform their forecasting demands based on the ratio of consumers’ preferences in the direct channel when we consider the chara...

We study whether the introduction of a private label could be profitable for retailers and manufacturers. We also investigate if cooperative advertising could be considered a manufacturer’s counterstrategy to the store brand’s harmful effects. The literature that dealt with the issue of private label introduction was mainly concerned with pricing strategies. However, this problem has not been a...

Studies find that about 20-30% of all advertising is comparative in nature. Many of the comparisons are on products sold with the help of retailers. For a retailer, a manufacturer’s comparative ad campaign is a double-edged sword: an increase in its sales of the favored manufacturer’s product is often accompanied by a decrease in its sales of the product of comparison. In this paper, we conside...