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Life‐Cycle Channel Coordination Issues in Launching an Innovative Durable Product
Author(s) -
Gutierrez Genaro J.,
He Xiuli
Publication year - 2011
Publication title -
production and operations management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.279
H-Index - 110
eISSN - 1937-5956
pISSN - 1059-1478
DOI - 10.1111/j.1937-5956.2010.01197.x
Subject(s) - channel coordination , supply chain , business , profit (economics) , time horizon , dynamic pricing , revenue , channel (broadcasting) , industrial organization , revenue sharing , profit margin , product (mathematics) , microeconomics , supply chain management , marketing , computer science , economics , telecommunications , finance , geometry , mathematics
We analyze the dynamic strategic interactions between a manufacturer and a retailer in a decentralized distribution channel used to launch an innovative durable product (IDP). The underlying retail demand for the IDP is influenced by word‐of‐mouth from past adopters and follows a Bass‐type diffusion process. The word‐of‐mouth influence creates a trade‐off between immediate and future sales and profits, resulting in a multi‐period dynamic supply chain coordination problem. Our analysis shows that while in some environments, the manufacturer is better off with a far‐sighted retailer, there are also environments in which the manufacturer is better off with a myopic retailer. We characterize equilibrium dynamic pricing strategies and the resulting sales and profit trajectories. We demonstrate that revenue‐sharing contracts can coordinate the IDP's supply chain with both far‐sighted and myopic retailers throughout the entire planning horizon and arbitrarily allocate the channel profit.