Is Revenue Sharing Right for Your Supply Chain?
通过对比多个案例，本文构建了一个框架，帮助判断收益分享合同何时能显著提升供应链绩效，并分析其价值来源和实施成本。
Many firms have enjoyed remarkable success using revenue-sharing contracts to improve supply chain performance. The video rental industry and its pioneering deal with movie studios is one such example. At the same time, other firms have struggled to make it work. What accounts for this difference? When can revenue sharing create significant value and what are the implementation costs? By comparing and contrasting several case examples, this article develops a general framework that helps answer these questions, which is based on the fundamental sources of added value and added costs.