Quick response and retailer effort

Management Science

Volumn 56, Issue 6, 2010, Pages 962-977

  Krishnan, Harish ^a   Kapuscinski, Roman ^b   Butz, David A ^c  

^a UNIVERSITY OF BRITISH COLUMBIA   (Canada)

^b UNIVERSITY OF MICHIGAN   (United States)

^c MDContent   (United States)

Author keywords

Exclusive dealing; Quick response; Sales effort; Supply chain contracts; Supply chain incentives

Indexed keywords

EXCLUSIVE DEALING; QUICK RESPONSE; SALES EFFORT; SUPPLY CHAIN CONTRACTS; SUPPLY CHAIN INNOVATIONS;

MANUFACTURE; SUPPLY CHAIN MANAGEMENT; SUPPLY CHAINS;

SALES;

EID: 77953531314     PISSN: 00251909     EISSN: 15265501     Source Type: Journal    
DOI: 10.1287/mnsc.1100.1154     Document Type: Article

References (42)

1. Anand, K., K. Girotra. 2007. The strategic perils of delayed differentiation. Management Sci. 53 (5) 697-712.
2. Anand, K., R. Anupindi, Y. Bassok. 2008. Strategic inventories in vertical contracts. Management Sci. 54 (10) 1792-1804.
3. Asker, J. 2005. Diagnosing foreclosure due to exclusive dealing. NYU Working Paper EC-04-36, Stern School of Business, New York University, New York.
4. Cachon, G. P. 2004. The allocation of inventory risk in a supply chain: Push, pull, and advance-purchase discount contracts. Management Sci. 50 (2) 222-238.
5. Cachon, G. P., M. Lariviere. 2005. Supply chain coordination with revenue-sharing contracts: Strengths and limitations. Management Sci. 51 (1) 30-44.
6. Cachon, G. P., R. Swinney. 2009a. Purchasing, pricing, and quick response in the presence of strategic consumers. Management Sci. 55 (3) 497-511.
7. Cachon, G. P., R. Swinney. 2009b. The value of fast fashion: Rapid production, enhanced design, and strategic consumer behavior. Working paper, Stanford University Graduate School of Business, Stanford, CA.
8. Cachon, G. P., C. Terwiesch. 2009. Matching Supply with Demand: An Introduction to Operations Management. McGraw-Hill/Irwin, New York.
9. D'Aveni, R. 2002. The empire strikes back: Counterrevolutionary strategies for industry leaders. Harvard Bus. Rev. 80 (11) 67-74.
10. Donohue, K. L. 2000. Efficient supply contracts for fashion goods with forecast updating and two production modes. Management Sci. 46 (11) 1397-1411.
11. Drummond, B. 1997. Anheuser-Busch joins those bitten by antitrust bug. (Oklahoma City) J. Record (October 3).
12. Fisher, M. 1997. What is the right supply chain for your product? Harvard Bus. Rev. 75 (2) 105-116.
13. Fisher, M. L., A. Raman. 1996. Reducing the cost of demand uncertainty through accurate response to early sales. Oper. Res. 44 (1) 87-99.
14. Fisher, M., K. Rajaram, A. Raman. 2001. Optimizing inventory replenishment of retail fashion products. Manufacturing Service Oper. Management 3 (3) 230-241.
15. France, M. 1998. Are corporate predators on the loose. Bus. Week. (February 23) 125.
16. Hammond, J. H. 1995. Barilla SpA (A-D) Teaching note. Case 6-695-063, Harvard Business School, Cambridge, MA.
17. Heide, J. B., S. Dutta, M. Bergen. 1998. Exclusive dealing and business efficiency: Evidence from industry practice. J. Law Econom. 41 (2) 387-407.
18. Hubbard, P. G., R. J. Weiner. 1986. Regulation and long-term contracting in US natural gas markets. J. Indust. Econom. 35 (1) 71-79.
19. Iyer, A. V., M. E. Bergen. 1997. Quick response in manufacturerretailer channels. Management Sci. 43 (4) 559-570.
20. Klein, B., A. V. Lerner. 2007. The expanded economics of free-riding: How exclusive dealing prevents free-riding and creates undivided loyalty. ABA Antitrust Law J. 74 (2) 473-519.
21. Kraiselburd, S., A. Raman. 2006. Impact of supply chain contracts on incentives for lead time reduction. Working paper, Instituto de Empresa, Madrid, Spain.
22. Krishnan, H., R. Kapuscinski, D. A. Butz. 2004. Coordinating contracts for decentralized supply chains with retailer promotional effort. Management Sci. 50 (1) 48-63.
23. Mandel, M. J., M. France, D. Carney. 2000. The great antitrust debate. Bus. Week (June 26) 40.
24. Marvel, H. P. 1982. Exclusive dealing. J. Law Econom. 25 (1) 1-25.
25. Masten, S. E. 1988. Minimum bill contracts: Theory and policy. J. Indust. Econom. 37 (1) 85-97.
26. Mathewson, G. F., R. A. Winter. 1987. The competitive effects of vertical agreements: Comment. Amer. Econom. Rev. 77 (5) 1057-1062.
27. Mehegan, S. 1997. Mars hits wholesalers with not so sweet deal. Brandweek 38 (8) 3.
28. Milgrom, P. and J. Roberts. 1990. The economics of modern manufacturing: Technology, strategy, and organization. Amer. Econom. Rev. 80 (3) 511-528.
29. Moore, D. 1999. Born on dating: Marketing gimmick or inventory management genius. Logist. Spectrum 33 (3) 22-24.
30. Moran, T. 2005. St. Stan's Pub sale in escrow. The Modesto Bee (August 16) D1.
31. Mulherin, J. H. 1986. Complexity in long-term contracts: An analysis of natural gas contractual provisions. J. Law, Econom., Organ. 2 (1) 105-117.
32. Pelehach, M. L. 2001. Viewpoint: It's time to stay the course. Indust. Distribution 90 (10) M5.
33. Pinkerton, J. 2002. Change is our business. Dealerscope 44 (2) 39-41.
34. Rasmusen, E. B., J. Mark Ramseyer, J. S. Wiley, Jr. 1991. Naked exclusion. Amer. Econom. Rev. 81 (5) 1137-1145.
35. Sass, T. R. 2005. The competitive effects of exclusive dealing: Evidence from the U. S. beer industry. Internat. J. Indust. Organ. 23 (3-4) 203-225.
36. Sher, S. A., S. D. Russell. 2005. Adding bite to exclusive dealing?: An analysis of the Third Circuit's Dentsply decision. The Antitrust Source (May).
37. Stamborski, A. 1998. Brewery antitrust probe ends. St. Louis Post-Dispatch (October 16) A1.
38. Swinney, R. 2009. Selling to strategic consumers when product value is uncertain: The value of matching supply and demand. Working paper, Stanford University Graduate School of Business, Stanford, CA.
39. Taylor, T. A. 2002. Supply chain coordination under channel rebates with sales effort effects. Management Sci. 48 (8) 992-1007.
40. Teece, D. J. 1986. Profiting from technological innovation: Implications for integration, collaboration, licensing and public policy. Res. Policy 15 (6) 285-305.
41. Ton, Z., J. L. McKenney. 2008. Campbell Soup Company: Selling channel innovation to customers. Case 9-608-141, Harvard Business School, Cambridge, MA.
42. Topkis, D. M. 1998. Supermodularity and Complementarity. Princeton University Press, Princeton, NJ.