On manufacturers complementing the traditional retail channel with a direct online channel
By Nanda Kumar, R. Ruan. 2006
222 citations recorded by the source corpus.
Subfields: Management Information Systems, Marketing
View Paper: https://www.semanticscholar.org/paper/df50388a50d82a9a75b06db80274f0d9ad67a947
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In Management Information Systems
- Fernando Bernstein
- Sonja Gensler
- Ying‐ju Chen
- Scott A. Neslin
- Peter C. Verhoef
- Lu Hsiao
- Gérard P. Cachon
- Serguei Netessine
In Marketing
- Peter C. Verhoef
- Sonja Gensler
- Rahul Telang
- Dmitri Kuksov
- Eric T. Bradlow
- Fernando Bernstein
- Ying‐ju Chen
- Scott A. Neslin
Citations in the corpus
- Game theoretical perspectives on dual-channel supply chain competition with price discounts and pricing schemes (2009, unknown): “Kumar and Ruan (2006) also show that the supplier can benefit from the direct channel in various scenarios by assuming that the consumers are either brand (or manufacturer) loyal or retailer loyal, and the retailer carries both the supplier and other brands.”
- Strategic Motive for Introducing Internet Channels in a Supply Chain (2014, background): “Earlier literature focuses on the benefit of adding an Internet channel when the firm can sell directly to the end consumers (Alba et al. 1997, Balasubramanian 1998, Bernstein et al. 2008, Kumar and Ruan 2006, Lal and Sarvary 1999, Peterson et al. 1997).”
- When Showrooming Increases Retailer Profit (2018, background): “When a manufacturer introduces a direct online channel, it may also decide to change the wholesale price to the B&M retailer(s) because the presence of the online channel may change the customer base of the B&M channel (see, e.g., Kumar and Ruan 2006).”
- The interrelationships between brand and channel choice (2014, background): “For example, Hsiao and Chen (2013) and Kumar and Ruan (2006) have addressed firms’ channel decisions.”
- Free riding in a multi‐channel supply chain (2009, background): “In contrast to our setting, in Kumar and Ruan [14], the price of the competing product is exogenous, so that a fraction of the store loyal consumers purchase the manufacturer’s brand regardless of the prices.”