Krishnan, Harish; Kapuscinski, Roman; Butz, David A. - In: Management Science 56 (2010) 6, pp. 962-977
incentives to exert sales effort on a manufacturer's product and may lead instead to greater sales effort on a competing product … implication, manufacturers should recognize the effect we highlight in this paper: the potential of QR to lessen retailer sales … effort. We show that relatively simple distribution contracts such as minimum-take contracts, advance-purchase discounts, and …