Direct Marketing, Indirect Profits: A Strategic Analysis of Dual - Channel Supply - Chain Design

By W. Chiang, Dilip Chhajed, James D. Hess. Management Sciences, 2003

1,614 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Management Information Systems, Marketing

View Paper: https://www.semanticscholar.org/paper/c0d90a6b6b2e9701cc9900daf0a2dcfa9c6ed40b

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Citations in the corpus

Distribution Channel Choice and Divisional Conflict in Remanufacturing Operations (2020, background): “Chiang et al. (2003) show that, in a price setting game between a manufacturer and its independent retailer, direct marketing not only improves the manufacturer’s overall proﬁtability by reducing the effect of double marginalization but also can beneﬁt the retailer with a reduced wholesale price.”
Supplier Encroachment with a Dual‐Purpose Retailer (2021, neutral): “…recognized the bright side of supplier encroachment by identifying the conditions under which encroachment can mitigate double marginalization and beneﬁt both the supplier and the retailer (e.g., Arya et al. 2007, Cattani et al. 2006, Chiang et al. 2003, Guan et al. 2019, Tsay and Agrawal 2004).”
Pricing policies in a dual-channel supply chain with retail services (2012, background): “According to one survey, about 42% of the top suppliers in a variety of industries such as IBM, Hewlett–Packard, Nike, Pioneer Electronics, Mattel, Estee Lauder, the former Compaq, Dell, and Cisco System are selling directly to consumers through the direct channel (Tedeschi, 2000; Chiang et al., 200”
Service Channel Choice for Supply Chain: Who is Better Off by Undertaking the Service? (2016, background): “Chiang et al. (2003) show that a direct channel strategy increases the proﬁtability of the manufacturer by posing a viable threat to draw customers away from the retailer.”
'Showrooming' and the Competition between Store and Online Retailers (2013, neutral): “This setting is in line with some empirical evidence discussed in Chiang et al. (2003).”
Game theoretical perspectives on dual-channel supply chain competition with price discounts and pricing schemes (2009, neutral): “Chiang et al. (2003) investigate a dual-channel market with a local retailer and an online direct market by assuming that all consumers have a common positive preference toward local purchasing.”
Agency Selling or Reselling? Channel Structures in Electronic Retailing (2016, neutral): “Chiang et al. (2003) and Zettelmeyer (2000) suggest that a manufacturer can directly sell through the e-channel to improve its bargaining position versus a traditional retailer.”