RESALE IN DUAL SALES CHANNEL: AIMING PRIMARY OR SECONDARY MARKET
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.
sales return dual sales channel resale
Erwin Widodo Katsuhiko Takahashi Katsumi Morikawa I Nyoman Pujawan Budi Santosa
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
国际会议
The Tneth International Conference on Industrial Management(第十届工业管理国际会议 ICIM 2010)
北京
英文
108-115
2010-09-16(万方平台首次上网日期,不代表论文的发表时间)