The role of sales effort on manufacturer's channel strategies
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 con...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
| Published: |
EDP Sciences
2018-01-01
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| Series: | MATEC Web of Conferences |
| Online Access: | https://doi.org/10.1051/matecconf/201818906003 |
| _version_ | 1818954326102507520 |
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| author | Li Baixun Chen Guo Nan Yaru |
| author_facet | Li Baixun Chen Guo Nan Yaru |
| author_sort | Li Baixun |
| collection | DOAJ |
| description | 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. |
| first_indexed | 2024-12-20T10:20:23Z |
| format | Article |
| id | doaj.art-cf56e7ce705c425e96be8af15dfe9d24 |
| institution | Directory Open Access Journal |
| issn | 2261-236X |
| language | English |
| last_indexed | 2024-12-20T10:20:23Z |
| publishDate | 2018-01-01 |
| publisher | EDP Sciences |
| record_format | Article |
| series | MATEC Web of Conferences |
| spelling | doaj.art-cf56e7ce705c425e96be8af15dfe9d242022-12-21T19:43:56ZengEDP SciencesMATEC Web of Conferences2261-236X2018-01-011890600310.1051/matecconf/201818906003matecconf_meamt2018_06003The role of sales effort on manufacturer's channel strategiesLi BaixunChen GuoNan YaruCompeting 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.https://doi.org/10.1051/matecconf/201818906003 |
| spellingShingle | Li Baixun Chen Guo Nan Yaru The role of sales effort on manufacturer's channel strategies MATEC Web of Conferences |
| title | The role of sales effort on manufacturer's channel strategies |
| title_full | The role of sales effort on manufacturer's channel strategies |
| title_fullStr | The role of sales effort on manufacturer's channel strategies |
| title_full_unstemmed | The role of sales effort on manufacturer's channel strategies |
| title_short | The role of sales effort on manufacturer's channel strategies |
| title_sort | role of sales effort on manufacturer s channel strategies |
| url | https://doi.org/10.1051/matecconf/201818906003 |
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