We formulate the problem of designing a personalized recommendation system for an online business-to-business (B2B) marketplace, propose a method to solve it, and evaluate results using field experiments. In this problem, buyers place requests for quotation (RFQs) to the platform, sellers...

This study examines the effect of delivery performance on customer transactions. We propose that different delivery performance dimensions (on-time delivery rate, early delivery inaccuracy, late delivery inaccuracy, and delivery speed) have varying impacts on future customer transaction...

Product flows in today’s supply chains do not end once they have reached the customer. Many products lead a second and even third or fourth life after having accomplished their original task at their first customer. Consequently, a product may generate revenues multiple times, rather than a...

This paper is concerned with confidentiality of vertical information sharing in a supply chain consisting of one manufacturer in the upstream and two or more retailers in the downstream engaging in a Bertrand competition. Each retailer has some private information about the uncertain demand and...

Business-to-business information technology systems (B2B technologies) are becoming increasingly important in firm supply chains. Utilizing the concept of modularity, this paper clarifies the strategic implications of B2B technology and develops a theoretical structure to explain these outcomes....

This paper analyzes the determinants of pass-through that are specific to vertical relationships between wholesalers and retailers. Fluctuations in input costs (due to, e.g., exchange rate shocks) are transmitted first to the wholesale price, and then to the retail price. The type of vertical...

This paper investigates the effects of mergers, entry, and exit in retail markets when input prices are negotiated. Results are derived from a model of bilateral Nash-bargaining between manufacturers and retailers which allows for general forms of demand and retail competition. Whether...

We investigate how buyer power in the retail market affects suppliers' profitability. Buyer power exists when suppliers depend on a concentrated set of retailers. Further, Wal-Mart, the world's largest retailer, possesses additional buyer power because it has a dominant position in many product...

Conceptually, customer relationship value depends on customer perceptions of the cost of switching to another supplier. Empirical tests of switching cost effects have been hampered because traditional performance measurement systems and customer satisfaction scores do not reflect switching cost...

We study the implications of different contractual forms in a market with an incumbent upstream monopolist and free downstream entry. We show that traditional conclusions regarding the desirability of linear contracts radically change when entry in the downstream market is endogenous rather than...