Summary: | Competing manufacturers, who sell their products through retailers, may face the strategic distribution channel design question of whether to establish an “store-within-store” channel or not. With consider of the role of sales effort, we analyze the manufacturer channel strategies. Two cases are considered: competing manufacturer and competing retailer. We built four game models corresponding to four channel strategies, and discussed the influence of manufacture's bargaining power coefficient, prices competition intensity, and sales effort competition intensity on manufactures' channel strategies.
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