Life-Cycle Channel Coordination Issues in Launching an Innovative Durable Product

Production and Operations Management, Vol. 20, No. 2, pp. 268-279, 2010

12 Pages Posted: 2 Mar 2011 Last revised: 16 Sep 2012

See all articles by Genaro Gutierrez

Genaro Gutierrez

University of Texas at Austin - Red McCombs School of Business

Xiuli He

University of North Carolina at Charlotte

Date Written: February 1, 2010

Abstract

We analyze the dynamic strategic interactions between a manufacturer and a retailer in a decentralized distribution channel used to launch an innovative durable product (IDP). The underlying retail demand for the IDP is influenced by word-of-mouth from past adopters and follows a Bass-type diffusion process. The word-of-mouth influence creates a trade-off between immediate and future sales and profits, resulting in a multi-period dynamic supply chain coordination problem. Our analysis shows that while in some environments, the manufacturer is better off with a far-sighted retailer, there are also environments in which the manufacturer is better off with a myopic retailer. We characterize equilibrium dynamic pricing strategies and the resulting sales and profit trajectories. We demonstrate that revenue-sharing contracts can coordinate the IDP's supply chain with both far-sighted and myopic retailers throughout the entire planning horizon and arbitrarily allocate the channel profit.

Keywords: Supply chain coordination, innovative durable products, differential games, revenue sharing contracts

Suggested Citation

Gutierrez, Genaro and He, Xiuli, Life-Cycle Channel Coordination Issues in Launching an Innovative Durable Product (February 1, 2010). Production and Operations Management, Vol. 20, No. 2, pp. 268-279, 2010, Available at SSRN: https://ssrn.com/abstract=1773794

Genaro Gutierrez

University of Texas at Austin - Red McCombs School of Business ( email )

Austin, TX 78712
United States

Xiuli He (Contact Author)

University of North Carolina at Charlotte ( email )

9201 University City Boulevard
Charlotte, NC 28223
United States

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