RESALE IN DUAL SALES CHANNEL: AIMING PRIMARY OR SECONDARY MARKET

摘要：

We propose a dual sales channel (DSC) scenario of primary-market resale. This strategy deals with re-offering sales return to the same market in which the original sales takes place. This scenario defies the commonly used secondary market resale scenario which offers sales return to a different, low-price but high acceptance market. Undertaking primary market resale takes the opportunity to maximize the resale value even though the risk of original sales decrease comes along with it. In addition, to mimic the practical pricing process done by DSC managers, we equip our model with Bertrand scheme of simultaneous price and Stackelberg leader scheme of the opposite step-by-step procedures. The result shows that proposed scenario provides higher total profit. However, some settings may shift the scenario to become better one another.

关键词： sales return dual sales channel resale

作者: Erwin Widodo Katsuhiko Takahashi Katsumi Morikawa I Nyoman Pujawan Budi Santosa

作者单位: Graduate School of Engineering, Hiroshima University, Higashi-Hiroshima, 739-8527, Japan,Industrial Graduate School of Engineering, Hiroshima University, Higashi-Hiroshima, 739-8527, Japan Industrial Engineering Dept., Institut Teknologi Sepuluh Nopember, Surabaya, 60111, Indonesia

会议类型: 国际会议

会议名称: The Tneth International Conference on Industrial Management(第十届工业管理国际会议 ICIM 2010)

会议地点: 北京

会议语种:英文

页码: 108-115

在线出版日期: 2010-09-16（万方平台首次上网日期，不代表论文的发表时间）