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《Statistics & Decision》 2018-17
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Influence of Retailers' Efforts on Dual-Channel Competition Decisions Under Strategic Customers

Ji Guojun;Chen Xiumei;Kim Hua Tan;School of Management, Xiamen University;Operations Management & Information Systems Division, Nottingham University Business School;  
Customers choose to buy among multiple channels, which disperses the passenger flow of traditional retail channels and reduces the influence of retailers. These two types of conflicts will reduce retailers' sales enthusiasm, affect their ability to sell in different channels and even lead to vicious competition. Based on the theory of consumer utility, this paper discusses whether retailers' efforts can lead consumers to buy goods in advance and alleviate channel conflict. The study in the case of retailers' effort and no retailers' effort shows that in the cross-channel supply chain under strategic customers, retailers can not only make strategic customers buy in advance, but also make manufacturers and retailers get better profits. Therefore, the cross-channel supply chain dominated by manufacturers should pay attention to the efforts of physical stores to alleviate channel conflicts and achieve win-win results between manufacturers and retailers.
【Fund】: 国家自然科学基金资助项目(71571151;71371159)
【CateGory Index】: F274;F272
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