A Theory of Channel Price Promotions
分析制造商通过临时批发价折扣、消费者返利或两者组合来刺激销售的权衡，揭示其盈利性和福利特性，并解释为何即使所有消费者都使用返利且无价格歧视时，制造商仍可能提供返利。
Manufacturers can stimulate sales by a temporary wholesale price reduction for the retailer, a rebate directed toward consumers, or a combination of both. The trade-offs between these price promotions are analyzed, providing insights about their roles, profitability, and welfare properties. Retailers' rebates are also studied. While price discrimination is a common explanation for rebates to consumers, when a product is sold through a distribution channel, the manufacturer may also use rebates to motivate retail participation in the promotion. This explains why rebates may be offered even when all consumers use them and price discrimination does not occur. Copyright 1991 by American Economic Association.