Supplier Encroachment in a Nonexclusive Reselling Channel
研究非排他转售商从两个供应商采购可替代产品时，其中一个供应商引入直销渠道的影响，发现第二个供应商的存在改变了现有关于转售商与入侵供应商互动的结论。
We consider a setting in which a nonexclusive reseller procures partially substitutable products from two suppliers, one of whom introduces a direct channel. We find that the presence of the second supplier alters many of the existing results about the interactions between a reseller and an encroaching supplier. For instance, the reseller’s and the supply chain’s benefit from the direct channel disappears when the product substitutability is sufficiently large. In addition, when the reseller is nonexclusive, the encroaching supplier may either sell exclusively through its direct channel even when that channel is less efficient than the reselling channel, or sell through both channels even when its direct channel is more efficient than the reselling channel. Neither of these would occur in an exclusive reselling environment with only one supplier. This paper was accepted by Jayashankar Swaminathan, operations management.