The Impact of the Manufacturer-Hired Sales Agent on a Supply Chain with Information Asymmetry
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DOI: 10.1287/msom.2013.0452
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References listed on IDEAS
- Hau L. Lee & Kut C. So & Christopher S. Tang, 2000. "The Value of Information Sharing in a Two-Level Supply Chain," Management Science, INFORMS, vol. 46(5), pages 626-643, May.
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- Fangruo Chen, 2000. "Sales-Force Incentives and Inventory Management," Manufacturing & Service Operations Management, INFORMS, vol. 2(2), pages 186-202, February.
- Sönke Albers & Murali Mantrala, 2008. "Models for Sales Management Decisions," International Series in Operations Research & Management Science, in: Berend Wierenga (ed.), Handbook of Marketing Decision Models, chapter 0, pages 163-210, Springer.
- Fangruo Chen, 2005. "Salesforce Incentives, Market Information, and Production/Inventory Planning," Management Science, INFORMS, vol. 51(1), pages 60-75, January.
- Leon Yang Chu & Guoming Lai, 2013. "Salesforce Contracting Under Demand Censorship," Manufacturing & Service Operations Management, INFORMS, vol. 15(2), pages 320-334, May.
- Oyer, Paul, 2000. "A Theory of Sales Quotas with Limited Liability and Rent Sharing," Journal of Labor Economics, University of Chicago Press, vol. 18(3), pages 405-426, July.
Citations
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Cited by:
- Fangruo Chen & Guoming Lai & Wenqiang Xiao, 2016. "Provision of Incentives for Information Acquisition: Forecast-Based Contracts vs. Menus of Linear Contracts," Management Science, INFORMS, vol. 62(7), pages 1899-1914, July.
- Osman Alp & Alper Şen, 2021. "Delegation of Stocking Decisions Under Asymmetric Demand Information," Manufacturing & Service Operations Management, INFORMS, vol. 23(1), pages 55-69, 1-2.
- Duan, Housheng & Deng, Sijing & Song, Haiqing & Xu, Jiayan, 2021. "The impacts of sales efforts and mode of payment on the competition between agent and retailer," Omega, Elsevier, vol. 103(C).
- Binqing Xiao & Wenqiang Xiao, 2020. "Technical Note: Optimal Salesforce Compensation with Supply–Demand Mismatch Costs," Production and Operations Management, Production and Operations Management Society, vol. 29(1), pages 62-71, January.
- Yang, Wenting & Govindan, Kannan & Zhang, Jiantong, 2023. "Spillover effects of live streaming selling in a dual-channel supply chain," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 180(C).
- Xiaodong Yang & Gangshu (George) Cai & Charles A. Ingene & Jihong Zhang, 2020. "Manufacturer Strategy on Service Provision in Competitive Channels," Production and Operations Management, Production and Operations Management Society, vol. 29(1), pages 72-89, January.
- Jiaguo Liu & Huida Zhao & Yibing Lyu & Xiaohang Yue, 2023. "The provision strategy of blockchain service under the supply chain with downstream competition," Annals of Operations Research, Springer, vol. 327(1), pages 375-400, August.
- Peiyang Su & Ying Peng & Qidan Hu & Ruwen Tan, 2020. "Incentive Mechanism and Subsidy Design for Construction and Demolition Waste Recycling under Information Asymmetry with Reciprocal Behaviors," IJERPH, MDPI, vol. 17(12), pages 1-26, June.
- Panos Kouvelis & Duo Shi, 2020. "Who Should Compensate the Sales Agent in a Distribution Channel?," Production and Operations Management, Production and Operations Management Society, vol. 29(11), pages 2437-2460, November.
- Wu, Xiangxiang & Zha, Yong & Yu, Yugang, 2022. "Asymmetric retailers’ sales effort competition in the presence of a manufacturer’s help," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 159(C).
- Li, Xi & Liu, Qian, 2023. "Strategic ignorance: Managing endogenous demand in a supply chain," Omega, Elsevier, vol. 114(C).
- Peng, Weicai & Tian, Zhongjun, 2022. "Information acquisition, selling effort and pre-order strategy," International Journal of Production Economics, Elsevier, vol. 249(C).
- Ling‐Chieh Kung & Ying‐Ju Chen, 2014. "Impact of reseller's and sales agent's forecasting accuracy in a multilayer supply chain," Naval Research Logistics (NRL), John Wiley & Sons, vol. 61(3), pages 207-222, April.
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Keywords
game theory; incentives and contracting; supply chain management;All these keywords.
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