Collaborative Promotions: Optimizing Retail Supply Chains by Daniela Wiehenbrauk

By Daniela Wiehenbrauk

Promotions are whilst liked and feared by means of either foodstuff outlets and branded items brands in today’s retail atmosphere. liked simply because they allure shrewdpermanent buyers and generate a right away impression on a brand’s sale. Feared simply because there's uncertainty in regards to the rivals’ habit and the particular consumer call for resulting in excessive forecast mistakes. For the keep, this leads to a doom loop of over- or understocking with excessive stock charges within the provide chain.

Collaboration among shops and the producer disentangles the doom loop. The thesis finds the best variety and timing of knowledge and develops a so referred to as pageant Index. stock within the provide chain is eradicated and the buyer is served larger at a cheaper price. in response to a joint stock and pricing version and an empirical research, it indicates that the availability chain potency profits from collaborative promotions bring about a win for purchasers, shops and the producer.

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Extra resources for Collaborative Promotions: Optimizing Retail Supply Chains with Upstream Information Sharing (Lecture Notes in Economics and Mathematical Systems 643)

Sample text

2002). The “consumption effect” is beneficial for both retailers and manufacturers. When customers stockpile without increasing their consumption, a temporary expansion in demand is observed, followed by a longer than normal elapsed time before the customer re-enters the market for a subsequent purchase. s; S /-inventory policy. A model related to the Economic Order Quantity model has been developed by Blattberg et al. (1981). The customer belongs to one of two customer segments, that differ in holding cost and consumption rate.

We shall apply a game theoretical approach and use a mixed strategy 16 2 Promotions and Collaboration in Retailing Market Loyal customers Smart customers Loyal customers Purchase decision Retailer A Price and inventory setting Retailer B Information exchange Manufacturer Legend: Players Decision Fig. 6 Research overview equilibrium framework to analyze the price competition between two symmetric retailers, where each retailer determines promotion frequency and promotion depth independently. Further, we shall link this marketing perspective to operations by making inventory an explicit choice variable for the retailer, based on the newsvendor model.

For the retailer, brandswitching simply redistributes purchases in the category, possibly at a different margin. Package size switching, however, has further impact on margins, since larger package sizes are commonly priced lower, rewarding the customer with a volume bonus. Brand and package size switching will not be considered in the development of the model, but shall be discussed in this context for the sake of completeness. Theory The theoretical explanation as to why promotions induce brand-switching is commonly based on the utility theory (Blattberg and Neslin 1990).

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