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Consignment or wholesale: Retailer and supplier preferences and incentives for compromise

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  • de Matta, Renato E.
  • Lowe, Timothy J.
  • Zhang, Dengfeng

Abstract

We consider two independently managed parties, a retailer and a supplier, that are considering either a wholesale or a consignment contract to produce and market a single good. Both parties have an interest in reaching an agreement, but their first choice of contract type are generally not the same. We define the strength of retailer and supplier preferences for their respective choices of contract type as the ratio of their expected profits for their first choice of contract type over that for the alternative contract type. We study how uncontrollable factors as well as controllable factors affect the strength of retailer and supplier contract preferences. We develop incentive payments that can potentially be used to increase the likelihood of success in negotiating an agreement.

Suggested Citation

  • de Matta, Renato E. & Lowe, Timothy J. & Zhang, Dengfeng, 2014. "Consignment or wholesale: Retailer and supplier preferences and incentives for compromise," Omega, Elsevier, vol. 49(C), pages 93-106.
    • Handle: RePEc:eee:jomega:v:49:y:2014:i:c:p:93-106
    DOI: 10.1016/j.omega.2014.05.011
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    3. Chunlin Luo & Xin Tian & Xiaobing Mao & Qiang Cai, 2018. "Coordinating Supply Chain with Buy-Back Contracts in the Presence of Risk Aversion," Asia-Pacific Journal of Operational Research (APJOR), World Scientific Publishing Co. Pte. Ltd., vol. 35(02), pages 1-19, April.
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    5. Tsan-Ming Choi, 2018. "Impacts of retailer’s risk averse behaviors on quick response fashion supply chain systems," Annals of Operations Research, Springer, vol. 268(1), pages 239-257, September.
    6. Tao, Feng & Wang, Liang & Fan, Tijun & Yu, Hao, 2022. "RFID adoption strategy in a retailer-dominant supply chain with competing suppliers," European Journal of Operational Research, Elsevier, vol. 302(1), pages 117-129.

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