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Dual-channel competition: the role of quality improvement and price-matching

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  • Jinpeng Xu
  • Yufei Huang
  • Emmanouil Avgerinos
  • Gengzhong Feng
  • Feng Chu

Abstract

Quality improvement and price-matching are two commonly used competing strategies by the retailers. However, it is still unclear how the retailers should deliberate over the two strategies when selling in both online and offline markets. In this paper, we consider two dual-channel retailers selling a substitutable product to consumers in both online and offline markets. Especially, the retailers compete in the online market, and their offline markets are exclusive to themselves. We establish a game-theoretical model to investigate the trade-off between quality improvement and price-matching in competition, and the impact on retailers' profits and consumer surplus in the dual-channel market structure. The analysis shows that, first, a retailer should choose to improve its quality to avoid price competition when the online market is small; second, when retailers engage in price competition, the retailer with larger offline market is more willing to adopt price-matching, while the retailer with a small share of offline market can be hurt; third, quality improvement can always increase the consumer surplus, while price-matching always hurts consumer surplus due to price collusion.

Suggested Citation

  • Jinpeng Xu & Yufei Huang & Emmanouil Avgerinos & Gengzhong Feng & Feng Chu, 2022. "Dual-channel competition: the role of quality improvement and price-matching," International Journal of Production Research, Taylor & Francis Journals, vol. 60(12), pages 3705-3727, June.
    • Handle: RePEc:taf:tprsxx:v:60:y:2022:i:12:p:3705-3727
    DOI: 10.1080/00207543.2021.1931725
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    Cited by:

    1. Ling Zhao & Jun Liu & Minghua Xiong & Anquan Zou, 2022. "Dual-Channel Retailer’s Multi-Period Inventory and Pricing Policy with the Quantity-Sales Mode," Sustainability, MDPI, vol. 14(18), pages 1-18, September.
    2. Wei, Jie & Chang, Meijing & Zhao, Jing, 2023. "Price matching and product differentiation strategies considering showrooming," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    3. Zhao, Qingli & Fan, Zhi-Ping & Sun, Minghe, 2024. "Sales mode selection and blockchain technology adoption decisions in a platform supply chain," International Journal of Production Economics, Elsevier, vol. 272(C).

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