Coordinating Channels Under Price and Nonprice Competition

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Ganesh Iyer;
  • Journal: Marketing Science, volume 17, issue 4, pages 338-355
  • Related identifiers: doi: 10.1287/mksc.17.4.338
  • Subject: channel coordination, retail differentiation, retail services, menu-based contracts, consumer heterogeneity

This paper analyzes how manufacturers should coordinate distribution channels when retailers compete in price as well as important nonprice factors such as the provision of product information, free repair, faster check-out, or after-sales service. Differentiation among... View more
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