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Optimizing Consumer Advertising, Intermediary Advertising and Markup in a Vertical Market Structure

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  • Philippe A. Naert

    (Massachusetts Institute of Technology)

Abstract

Given is a vertical market structure (VMS) which consists of producers, one intermediary level and consumers. In most of the literature on VMS either equilibrium behavior is studied without consideration of objectives or some objective function is being optimized without taking into account behavior of intermediaries. This paper is a modest attempt to bring the two approaches together. The decision variables are consumer advertising, intermediary advertising and markup offered by producers to intermediaries. Behavior of intermediaries is incorporated through the use of a pseudodecision variable, the equilibrium number of middlemen in the VMS.

Suggested Citation

  • Philippe A. Naert, 1971. "Optimizing Consumer Advertising, Intermediary Advertising and Markup in a Vertical Market Structure," Management Science, INFORMS, vol. 18(4-Part-II), pages 90-101, December.
    • Handle: RePEc:inm:ormnsc:v:18:y:1971:i:4-part-ii:p:p90-p101
    DOI: 10.1287/mnsc.18.4.P90
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    Cited by:

    1. Xiaofang Wang & Yaoyao Yang & Jun Zhuang, 2023. "Pricing Decisions with Social Interactions: A Game-Theoretic Model," Decision Analysis, INFORMS, vol. 20(1), pages 40-54, March.
    2. Sun, Shuzhen & Liu, Tieming, 2023. "Pricing and sales-effort coordination facing free riding behaviors between a brick-and-mortar retailer and a platform store owned by the manufacturer," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 179(C).

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