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논문 기본 정보
- 자료유형
- 학술저널
- 저자정보
- 저널정보
- 대한산업공학회 Industrial Engineering & Management Systems Industrial Engineering & Management Systems Vol.17 No.4
- 발행연도
- 2018.12
- 수록면
- 819 - 832 (14page)
- DOI
- 10.7232/iems.2018.17.4.819
이용수
초록· 키워드
오류제보하기
For product sales under a dual channel (DC) comprising a retail channel (RC) and a direct online channel (DOC), it is necessary to consider customers’ purchasing behaviors and preferences. This paper proposes the optimal sales strategy for DC under the situation where customer purchasing preference is unknown. This paper discusses three types of customers: (i) customers who prefer purchasing a single type of products in RC, (ii) customers who prefer purchasing them in DOC, (iii) indecisive customers who purchase in either RC or DOC. A retailer runs RC and determines the optimal retail price. A manufacturer runs DOC and determines the optimal direct online price. This paper assumes that each channel faces price-dependent demand. Two sales strategies are compared: the cooperated sales strategy (COSS) and the competed sales strategy (CMSS). Under COSS, a retailer and a manufacturer determine their prices cooperatively. Under CMSS, they determine their prices competitively. Using numerical examples, how (i) the uncertainty in customer purchasing preference, (ii) the existence ratio of indecisive customers, (iii) the sensitivity of demand by the difference between the retail price and the direct online price and (iv) the decrease ratio of the product demand for the increase in price, affect the optimal decisions under COSS and CMSS.
목차
ABSTRACT
1. INTRODUCTION
2. MODEL DESCRIPTIONS
3. MODEL FORMULATIONS IN DC
4. OPTIMAL SALES STRATEGY IN DC
5. NUMERICAL SIMULATIONS
6. CONCLUSIONS
REFERENCES
참고문헌 (8)
참고문헌 신청
[학술지(정기간행물)] - Cai, G. G. / 2009 / Game theoretical perspectives on dual-channel supply chain competition with price discounts and price schemes / International Journal of Production Economics 117 (1) : 80 ~ 96
[단행본] - Cachon, G. P. / 2004 / Handbook of Quantitative Supply Chain Analysis: Modeling in the e-Business Era / Kluwer : 13 ~ 65
[학술지(정기간행물)] - Dan, B. / 2014 / Price and service competition in the supply chain with both pure play internet and strong bricksand-mortar retailers / Journal of Applied Research and Technology 12 (1) : 212 ~ 222
[학술지(정기간행물)] - Huang, S. / 2012 / Pricing and production decisions in dual-channel supply chains with demand disruption / Computers and Industrial Engineering 62 (1) : 70 ~ 83
[학술지(정기간행물)] - Khouja, M. / 2010 / Channel selection and pricing in the presence of retail-captive consumers / International Journal of Production Economics 125 (1) : 84 ~ 95
[단행본] - Cachon, G. P. / 2004 / Handbook of Quantitative Supply Chain Analysis: Modeling in the e-Business Era / Kluwer : 13 ~ 65
[학술지(정기간행물)] - Dan, B. / 2014 / Price and service competition in the supply chain with both pure play internet and strong bricksand-mortar retailers / Journal of Applied Research and Technology 12 (1) : 212 ~ 222
[학술지(정기간행물)] - Huang, S. / 2012 / Pricing and production decisions in dual-channel supply chains with demand disruption / Computers and Industrial Engineering 62 (1) : 70 ~ 83
[학술지(정기간행물)] - Khouja, M. / 2010 / Channel selection and pricing in the presence of retail-captive consumers / International Journal of Production Economics 125 (1) : 84 ~ 95
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