Abstract: The extensive adoption of uniform pricing for branded variants is a puzzling phenomenon... more Abstract: The extensive adoption of uniform pricing for branded variants is a puzzling phenomenon considering that firms may improve profitability through price discrimination. In the paper, we incorporate consumers' concerns of price fairness into a model of price ...
The widespread implementation of customer relationship management technologies in business has al... more The widespread implementation of customer relationship management technologies in business has allowed companies to increasingly focus on both acquiring and retaining customers. The challenge of designing incentive mechanisms that simultaneously focus on customer acquisition and customer retention comes from the fact that customer acquisition and customer retention are usually separate but intertwined tasks that make providing proper incentives more difficult.
In this paper, we incorporate the concept of fairness into the conventional dyadic channel to inv... more In this paper, we incorporate the concept of fairness into the conventional dyadic channel to investigate how fairness may affect the interactions between the manufacturer and the re- tailer. We show that channel coordination in a channel where partners care about fairness does not require any nonlinear pricing scheme such as a two-part tariff and quantity discount. The manufacturer
... Tony Haitao Cui is an Assistant Professor of Marketing at the Carlson School, University of M... more ... Tony Haitao Cui is an Assistant Professor of Marketing at the Carlson School, University of Minnesota. Jagmohan S. Raju is Joseph J. Aresty Professor of Marketing at the Wharton School. Z. John Zhang is a Professor of Marketing at the Wharton School. ...
Abstract This paper studies a manufacturer’s optimal decisions on extending its product line when... more Abstract This paper studies a manufacturer’s optimal decisions on extending its product line when the manufacturer sells through either a centralized channel or a decentralized channel. We show that a manufacturer may,provide a longer product line for consumers in a decentralized channel than in a centralized channel if the market is fully covered. In addition, a manufacturer’s decisions on the
Abstract: The extensive adoption of uniform pricing for branded variants is a puzzling phenomenon... more Abstract: The extensive adoption of uniform pricing for branded variants is a puzzling phenomenon considering that firms may improve profitability through price discrimination. In the paper, we incorporate consumers' concerns of price fairness into a model of price ...
The widespread implementation of customer relationship management technologies in business has al... more The widespread implementation of customer relationship management technologies in business has allowed companies to increasingly focus on both acquiring and retaining customers. The challenge of designing incentive mechanisms that simultaneously focus on customer acquisition and customer retention comes from the fact that customer acquisition and customer retention are usually separate but intertwined tasks that make providing proper incentives more difficult.
In this paper, we incorporate the concept of fairness into the conventional dyadic channel to inv... more In this paper, we incorporate the concept of fairness into the conventional dyadic channel to investigate how fairness may affect the interactions between the manufacturer and the re- tailer. We show that channel coordination in a channel where partners care about fairness does not require any nonlinear pricing scheme such as a two-part tariff and quantity discount. The manufacturer
... Tony Haitao Cui is an Assistant Professor of Marketing at the Carlson School, University of M... more ... Tony Haitao Cui is an Assistant Professor of Marketing at the Carlson School, University of Minnesota. Jagmohan S. Raju is Joseph J. Aresty Professor of Marketing at the Wharton School. Z. John Zhang is a Professor of Marketing at the Wharton School. ...
Abstract This paper studies a manufacturer’s optimal decisions on extending its product line when... more Abstract This paper studies a manufacturer’s optimal decisions on extending its product line when the manufacturer sells through either a centralized channel or a decentralized channel. We show that a manufacturer may,provide a longer product line for consumers in a decentralized channel than in a centralized channel if the market is fully covered. In addition, a manufacturer’s decisions on the
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