IDEAS home Printed from https://ideas.repec.org/a/inm/ormnsc/v37y1991i11p1377-1389.html
   My bibliography  Save this article

Integrating Distribution Strategy and Tactics: A Model and an Application

Author

Listed:
  • V. Kasturi Rangan

    (Graduate School of Business Administration, Harvard University, Soldiers Field Road, Boston, Massachusetts 02163)

  • Ramchandran Jaikumar

    (Graduate School of Business Administration, Harvard University, Soldiers Field Road, Boston, Massachusetts 02163)

Abstract

Designing distribution systems requires two decisions, one strategic (i.e., the number of levels between the producer and the customer) and the other tactical (i.e., channel management policies such as trade discounts and rebates). While the modeling literature focuses on one or the other, evidence from the field indicates that the two decisions are in fact interactive. In this paper, we develop and then apply an integrated model that solves the strategic issue of channel levels and the tactical issue of price rebates simultaneously.

Suggested Citation

  • V. Kasturi Rangan & Ramchandran Jaikumar, 1991. "Integrating Distribution Strategy and Tactics: A Model and an Application," Management Science, INFORMS, vol. 37(11), pages 1377-1389, November.
    • Handle: RePEc:inm:ormnsc:v:37:y:1991:i:11:p:1377-1389
    DOI: 10.1287/mnsc.37.11.1377
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/mnsc.37.11.1377
    Download Restriction: no
    File URL: https://libkey.io/10.1287/mnsc.37.11.1377?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Krafft, Manfred & Goetz, Oliver & Mantrala, Murali & Sotgiu, Francesca & Tillmanns, Sebastian, 2015. "The Evolution of Marketing Channel Research Domains and Methodologies: An Integrative Review and Future Directions," Journal of Retailing, Elsevier, vol. 91(4), pages 569-585.
    2. Jaffe, Eugene Donald & Yi, Ling, 2007. "What are the drivers of channel length? Distribution reform in The People's Republic of China," International Business Review, Elsevier, vol. 16(4), pages 474-493, August.
    3. Isabel Teichmann & Vanessa von Schlippenbach, 2014. "Collusive Effects of a Monopolist's Use of an Intermediary to Deliver to Retailers," Discussion Papers of DIW Berlin 1440, DIW Berlin, German Institute for Economic Research.
    4. Ross, Anthony D., 2000. "Performance-based strategic resource allocation in supply networks," International Journal of Production Economics, Elsevier, vol. 63(3), pages 255-266, January.
    5. Marcel J. Kleijn & Rommert Dekker, 1997. "Using Break Quantities for Tactical Optimisation in Multistage Distribution Systems," Tinbergen Institute Discussion Papers 97-094/4, Tinbergen Institute.
    6. Cai, Gangshu (George) & Zhang, Zhe George & Zhang, Michael, 2009. "Game theoretical perspectives on dual-channel supply chain competition with price discounts and pricing schemes," International Journal of Production Economics, Elsevier, vol. 117(1), pages 80-96, January.
    7. Dekker, R. & Frenk, J.B.G. & Kleijn, M.J. & Piersma, N. & de Kok, T.G., 1995. "On the use of break quantities in multi--echelon distribution systems," Econometric Institute Research Papers EI 9548-/A, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:inm:ormnsc:v:37:y:1991:i:11:p:1377-1389. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.