首页 | 本学科首页   官方微博 | 高级检索  
     


A Negotiation Model for Inducing Higher Service in a Distribution Channel
Authors:Ricardo Ernst  Jose Ignacio López-Sánchez  David Urbano
Affiliation:(1) The McDonough School of Business, Georgetown University, 37th & O Streets, NW, Washington, DC 20057, USA;(2) Departament of Business Administration, Facultad de Ciencias Económicas y Empresariales, Complutense University of Madrid, Campus de Somosaguas, 28223 Madrid, Spain;(3) Business Economics Department, Autonomous University of Barcelona, Edifici B, 08193 Bellaterra, Barcelona, Spain
Abstract:This paper analyzes, in the context of negotiation, the problem of coordination and conflict resolution between the manufacturer (Seller) and the retailers (Buyers) for a two-tier inventory system. The retailers capture demand (from customers) and therefore are responsible for the level of service offered by the system. The larger the inventory that a retailer has of a particular product, the lower the probability of running out of stock and therefore, avoid the possibility of a lost sale for the manufacturer. A conflict arises (and therefore the negotiation process starts) when the manufacturer wants the retailer to increase the level of service while retailers are satisfied with the status quo. Using the Nash bargaining solution, we develop a theoretical framework that incorporates behavioral dimensions and predicts the outcome of “sharing” the profit. The results indicate the advantage of developing long term relationships among the members of the distribution channel to minimize the uncertainty and therefore the source of conflict.
Keywords:Negotiation  Marketing  Game theory  Operations  Collaborative seller-buyers
本文献已被 SpringerLink 等数据库收录!
设为首页 | 免责声明 | 关于勤云 | 加入收藏

Copyright©北京勤云科技发展有限公司  京ICP备09084417号