Channel coordination and, more generally, coordination of activities between interdependent econo... more Channel coordination and, more generally, coordination of activities between interdependent economic agents is even more important today than when the paper was published more than 20 years ago. One reason is the trend toward globalization and outsourcing caused, in part, by the development of increasingly complex products and services that integrate many different competencies. Coordination today involves all the aspects
ABSTRACT Channel coordination and, more generally, coordination of activities between interdepend... more ABSTRACT Channel coordination and, more generally, coordination of activities between interdependent economic agents is even more important today than when the paper was published more than 20 years ago. One reason is the trend toward globalization and outsourcing caused, in part, by the development of increasingly complex products and services that integrate many different competencies. Coordination today involves all the aspects of the marketing mix: product design coordination, price and service coordination (the focus of “Managing Channel Profits”), coordination of availability in highly hybrid distribution systems to better reach an increasingly complex and fragmented market, and coordination of communication with the target market. “Managing Channel Profits” argues a tendency toward a lack of coordination without explicit institutional arrangements and coordination mechanisms such as quantity discounts and contracts to solve the problem. The price and service coordination ideas of “Managing Channel Profits” have been successfully applied for 25 years of developments in marketing of revenue-and cost-sharing arrangements between increasingly interdependent market participants.
ABEL P. JEULANDt AND STEVEN M. SHUGANt A channel of distribution consists of different channel me... more ABEL P. JEULANDt AND STEVEN M. SHUGANt A channel of distribution consists of different channel members each ... *Received May 1981. This paper has been with the authors for 4 revisions. tGraduate School of Business, University of ...
It is well known that lower channel profits are achieved in the bilateral (manufacturer-reseller)... more It is well known that lower channel profits are achieved in the bilateral (manufacturer-reseller) monopoly if manufacturer and reseller independently optimize their respective profits: They take each other's decisions as given i.e., adopt decision rules that ignore their influence on the other channel member. Higher profits are achieved if they coordinate their profit maximizing decisions. Consequently, there is an economic
The purpose of this paper is to derive a model of advertising effects on the firm&amp... more The purpose of this paper is to derive a model of advertising effects on the firm's sales. A micromodel is postulated and aggregated across individuals and over time to produce a macromodel of the aggregate sales-advertising relationship for a single product. The micromodel postulated is very simple. It incorporates two factors: reach of the ads and rate of decay of
Channel coordination and, more generally, coordination of activities between interdependent econo... more Channel coordination and, more generally, coordination of activities between interdependent economic agents is even more important today than when the paper was published more than 20 years ago. One reason is the trend toward globalization and outsourcing caused, in part, by the development of increasingly complex products and services that integrate many different competencies. Coordination today involves all the aspects
ABSTRACT Channel coordination and, more generally, coordination of activities between interdepend... more ABSTRACT Channel coordination and, more generally, coordination of activities between interdependent economic agents is even more important today than when the paper was published more than 20 years ago. One reason is the trend toward globalization and outsourcing caused, in part, by the development of increasingly complex products and services that integrate many different competencies. Coordination today involves all the aspects of the marketing mix: product design coordination, price and service coordination (the focus of “Managing Channel Profits”), coordination of availability in highly hybrid distribution systems to better reach an increasingly complex and fragmented market, and coordination of communication with the target market. “Managing Channel Profits” argues a tendency toward a lack of coordination without explicit institutional arrangements and coordination mechanisms such as quantity discounts and contracts to solve the problem. The price and service coordination ideas of “Managing Channel Profits” have been successfully applied for 25 years of developments in marketing of revenue-and cost-sharing arrangements between increasingly interdependent market participants.
ABEL P. JEULANDt AND STEVEN M. SHUGANt A channel of distribution consists of different channel me... more ABEL P. JEULANDt AND STEVEN M. SHUGANt A channel of distribution consists of different channel members each ... *Received May 1981. This paper has been with the authors for 4 revisions. tGraduate School of Business, University of ...
It is well known that lower channel profits are achieved in the bilateral (manufacturer-reseller)... more It is well known that lower channel profits are achieved in the bilateral (manufacturer-reseller) monopoly if manufacturer and reseller independently optimize their respective profits: They take each other's decisions as given i.e., adopt decision rules that ignore their influence on the other channel member. Higher profits are achieved if they coordinate their profit maximizing decisions. Consequently, there is an economic
The purpose of this paper is to derive a model of advertising effects on the firm&amp... more The purpose of this paper is to derive a model of advertising effects on the firm's sales. A micromodel is postulated and aggregated across individuals and over time to produce a macromodel of the aggregate sales-advertising relationship for a single product. The micromodel postulated is very simple. It incorporates two factors: reach of the ads and rate of decay of
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Papers by Abel Jeuland