We study the impact of counterfeiting on a brand-name supply chain’s strategic choice of channel structures and how these structures in turn affect the counterfeiting market. In our model, the supplier can practice costly encroachment by launching a direct channel to sell brand-name products,...

Referral programs are widely adopted to expand the awareness of newly launched products and to boost their sales and profits. In these programs, customers, upon purchasing a product, are invited to refer their friends, and to stimulate their referral actions, firms promise them certain benefits...

We develop a model of multi-product consumer return policy for firms selling multiple products to customers with uncertain valuations. Customers observe their valuations of the products upon purchase, and depending on the return policy, they can return one or many products for a refund. The firm...

Prior studies on decentralized supply chains have identified the downstream retailer’s strategic incentive of holding inventory in successive periods to bring down the upstream supplier’s wholesale price. This creates an opportunity to mitigate double marginalization and improve the overall...

This work is motivated by the common practice of add-on pricing, where an add-on is not valuable unless purchased together with the main service. For example, many restaurants serve free bread or complimentary drinks (add-on) while diners are waiting for their entrees (main service) to be...