Integrating Distribution Strategy and Tactics: A Model and an Application
构建了一个同时解决分销渠道层级（战略）和价格返利（战术）的整合模型，并用实际数据验证了其有效性，对渠道管理者有直接参考价值。
Designing distribution systems requires two decisions, one strategic (i.e., the number of levels between the producer and the customer) and the other tactical (i.e., channel management policies such as trade discounts and rebates). While the modeling literature focuses on one or the other, evidence from the field indicates that the two decisions are in fact interactive. In this paper, we develop and then apply an integrated model that solves the strategic issue of channel levels and the tactical issue of price rebates simultaneously.