A generalized quantity discount pricing model to increase supplier's profits
Management Science
A single period inventory problem with partially controllable demand
Computers and Operations Research
On manufacturing/marketing incentives
Management Science
The Quantity Flexibility Contract and Supplier-Customer Incentives
Management Science
A Risk-free Perishable Item Returns Policy
Manufacturing & Service Operations Management
Sales-Force Incentives and Inventory Management
Manufacturing & Service Operations Management
Selling to the Newsvendor: An Analysis of Price-Only Contracts
Manufacturing & Service Operations Management
Supply Chain Coordination Under Channel Rebates with Sales Effort Effects
Management Science
Supply Chain Coordination Under Channel Rebates with Sales Effort Effects
Management Science
The survey on supply chain coordination with contracts
ICEC '05 Proceedings of the 7th international conference on Electronic commerce
A model of advertiser--portal contracts: Personalization strategies under privacy concerns
Information Technology and Management
Supply Chain Coordination for False Failure Returns
Manufacturing & Service Operations Management
Simple Relational Contracts to Motivate Capacity Investment: Price Only vs. Price and Quantity
Manufacturing & Service Operations Management
Sale Timing in a Supply Chain: When to Sell to the Retailer
Manufacturing & Service Operations Management
Cooperation and profit allocation in distribution chains
Decision Support Systems
Computers and Operations Research
Supply chain management: a framework to characterize the collaborative strategies
International Journal of Computer Integrated Manufacturing - Industrial Engineering and Systems Management
Consumer Returns Policies and Supply Chain Performance
Manufacturing & Service Operations Management
Incentives for Retailer Forecasting: Rebates vs. Returns
Management Science
Eliciting Coordination with Rebates
Transportation Science
The Impact of Oligopolistic Competition in Networks
Operations Research
Analysis on collaborative strategy of TPL-SC led by TPL service provider
CCDC'09 Proceedings of the 21st annual international conference on Chinese control and decision conference
Research on buy-back contract with sales effort cost sharing
CCDC'09 Proceedings of the 21st annual international conference on Chinese control and decision conference
Disruption management of supply chain under demand and production cost disruptions
CCDC'09 Proceedings of the 21st annual international conference on Chinese control and decision conference
Effect of Supply Reliability in a Retail Setting with Joint Marketing and Inventory Decisions
Manufacturing & Service Operations Management
Quick Response and Retailer Effort
Management Science
Computers and Industrial Engineering
Supply chain coordination with risk sensitive retailer under target sales rebate
Automatica (Journal of IFAC)
Computers and Industrial Engineering
Referral service of infomediary in B2C supply chain
International Journal of Networking and Virtual Organisations
Mitigating bankruptcy propagation through contractual incentive schemes
Decision Support Systems
ICONIP'12 Proceedings of the 19th international conference on Neural Information Processing - Volume Part III
Managing Strategic Inventories via Manufacturer-to-Consumer Rebates
Management Science
Computers and Industrial Engineering
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A channel rebate is a payment from a manufacturer to a retailer based on retailer sales to end consumers. Two common forms of channel rebates are linear rebates, in which the rebate is paid for each unit sold, and target rebates, in which the rebate is paid for each unit sold beyond a specified target level. When demand is not influenced by sales effort, a properly designed target rebate achieves channel coordination and a win-win outcome. Coordination cannot be achieved by a linear rebate in a way that is implementable. When demand is influenced by retailer sales effort, a properly designed target rebate and returns contract achieves coordination and a win-win outcome. Other contracts, such as linear rebate and returns or target rebate alone, cannot achieve coordination in a way that is implementable. Contrary to the view expressed in the literature that accepting returns weakens incentives for retailer sales effort, we find that the provision of returns strengthens incentives for effort.