Xing, Dahai; Liu, Tieming - In: European Journal of Operational Research 219 (2012) 2, pp. 264-271
This paper studies sales effort coordination for a supply chain with one manufacturer and two retail channels, where an … online retailer offers a lower price and free-rides a brick-and-mortar retailer’s sales effort. The free riding effect … chain performance. To achieve sales effort coordination, we designed a contract with price match and selective compensation …