Srivastava, Joydeep; Chakravarti, Dipankar; Rapoport, Amnon - In: Marketing Science 19 (2000) 2, pp. 163-184
Manufacturers and distributors in marketing channels commonly establish prices, margins, and other trade terms through negotiations. These negotiations have significant impact on channel members' profit streams over the duration of the business relationship. We consider a situation where a...
