Managing Channel Profits When Retailers Have Profitable Outside Options
研究显示，当供应商面临其他供应商竞争时，可能故意制造渠道低效以应对威胁，为供应商应对零售商自有品牌或不同分销成本的下游企业提供策略建议。
The channel-coordination literature typically focuses on how a supplier can overcome channel inefficiencies stemming from misaligned pricing incentives. In contrast, we show that when an incumbent supplier faces competition from other suppliers to supply the downstream firms, it may want to create inefficiencies. Our analysis offers useful prescriptions for how incumbent suppliers should react to competitive threats by smaller competitors, how manufacturers should react to powerful retailers who can produce their own private-label brands, and how upstream firms should optimally treat downstream firms who may have different marginal costs of distribution. Our analysis also explains why wholesale prices and thus final-goods prices would be expected to decrease when there is an increase in upstream or downstream competition. This paper was accepted by J. Miguel Villas-Boas, marketing.