We study how rework routing together with wage and piece rate compensation can strengthen incentives for quality. Traditionally, rework is assigned back to the agent who generates the defect (in a self routing scheme) or to another agent dedicated to rework (in a dedicated routing scheme). In...

In this paper, we examine the impact of inventory risk allocation on the sales effort decisions when a firm sells products directly to consumers through independent agents. Building upon a game-theoretic model of a seasonal product whose demand is uncertain, we compare the optimal sales effort,...

We study how rework routing together with wage and piece rate compensation can strengthen incentives for quality. Traditionally, rework is assigned back to the agent who generates the defect (in a self routing scheme) or to another agent dedicated to rework (in a dedicated routing scheme). In...

Direct-Store-Delivery (DSD) is a channel arrangement in which a retailer allows a manufacturer to execute in-store operations such as product replenishment and merchandising. This paper offers a model based analysis of the economic drivers and implications of DSD for the retailers and...

We study how rework routing together with wage and piece rate compensation can strengthen incentives for quality. Traditionally, rework is assigned back to the agent who generates the defect (in a self routing scheme) or to another agent dedicated to rework (in a dedicated routing scheme). In...

In this paper, we investigate the use of horizontal distribution alliances (HDAs) in the international airline industry. Airlines enter these alliances to effectively meet the needs of passengers in new and expanding markets. We apply transaction cost analysis (TCA) to develop a conceptual...

The primary contribution from this research lies in the uncovering of the factors that predict the formation of horizontal distribution alliances (HDAs) as well as their success. HDAs are characterized by the joining of two firms??from the same industry??to distribute a product owned by one of...

We investigate how optimal sales training strategies depend on firm, industry, and channel structure factors, such as sales training productivity, market growth rates, the organizational structure of the intermediary's salesforce, the learning and retraining characteristics of salespeople, and...

In this research, we investigate the behavior of Cronbach's coefficient alpha and its new standard error. We systematically analyze the effects of sample size, scale length, strength of item intercorrelations, and scale dimensionality. We demonstrate the beneficial effects of sample size on...