Boiling Frogs: Pricing Strategies for a Manufacturer Adding a Direct Channel that Competes with the Traditional Channel

By Kyle D. Cattani, Wendell G. Gilland, H. S. Heese, Jayashankar M. Swaminathan. 2006

621 citations recorded by the source corpus.

Subfields: Management Information Systems, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/4cdb4368e98f3486204c609b9a9bd31561b5ed8b

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Management Information Systems

1. Xu Guan
2. Ying‐ju Chen
3. Fei Gao
4. Song Huang
5. Yulan Wang
6. Ali K. Parlaktürk
7. Jayashankar M. Swaminathan
8. Xuying Zhao

In Marketing

1. Fei Gao
2. Xu Guan
3. Ying‐ju Chen
4. Elodie Adida
5. Amy David
6. Xuying Zhao
7. Song Huang
8. Yulan Wang

In Strategy and Management

1. Ying‐ju Chen
2. Fei Gao
3. Xu Guan
4. Song Huang
5. Xuying Zhao
6. Kay-Yut Chen
7. Elodie Adida
8. Amy David

Citations in the corpus

• Competition and Coordination in Online Marketplaces (2012, background): “A variety of authors, e.g., Dumrongsiri et al. (2008), Chiang et al. (2003), Wu and Mallik (2010) and Cattani et al. (2006), have considered models in which the retail price is a decision variable, and thus the two channels (direct and retail) compete on price.”
• Recent Developments in Dynamic Pricing Research: Multiple Products, Competition, and Limited Demand Information (2015, background): “In addition to contract design, a handful of papers in this area (Cattani et al. 2006, Ryan et al. 2012, Zhao 2008) also look into static pricing.”
• Optimal Contract Design for Mixed Channels Under Information Asymmetry (2008, background): “Cattani et al. (2006) study the viability of an equal-pricing strategy in alleviating channel conflict.”
• Strategic Motive for Introducing Internet Channels in a Supply Chain (2014, background): “…of the supply chain, researchers typically focus exclusively on the situations in which only the manufacturer is able to introduce the Internet channel (see e.g., Balasubramanian 1998, Cattani et al. 2006, Chiang et al. 2003, Druehl and Porteus 2005, Hsiao and Chen 2012, Tsay and Agrawal 2004).”
• Dual Sales Channel Management with Service Competition (2008, background): “Most papers in this area study competition in price and/or marketing effort (Bell et al. 2002, Chiang et al. 2003, Tsay and Agrawal 2004b, Cattani et al. 2006).”
• Supplier Encroachment Under Asymmetric Information (2014, background): “The effect of mitigating double marginalization is also found by Cattani et al. (2006) based on a model with horizontal differentiation.”