| Issue |
MATEC Web Conf.
Volume 189, 2018
2018 2nd International Conference on Material Engineering and Advanced Manufacturing Technology (MEAMT 2018)
|
|
|---|---|---|
| Article Number | 06003 | |
| Number of page(s) | 6 | |
| Section | Factory Manufacturing | |
| DOI | https://doi.org/10.1051/matecconf/201818906003 | |
| Published online | 10 August 2018 | |
The role of sales effort on manufacturer's channel strategies
School of Business Administration, Guangdong University of Finance and Economics, Guangzhou 510320, China
*
Corresponding author : libaixun2002qq@163.com
Competing manufacturers, who sell their products through retailers, may face the strategic distribution channel design question of whether to establish an “store-within-store” channel or not. With consider of the role of sales effort, we analyze the manufacturer channel strategies. Two cases are considered: competing manufacturer and competing retailer. We built four game models corresponding to four channel strategies, and discussed the influence of manufacture's bargaining power coefficient, prices competition intensity, and sales effort competition intensity on manufactures' channel strategies.
© The Authors, published by EDP Sciences, 2018
This is an Open Access article distributed under the terms of the Creative Commons Attribution License (http://creativecommons.org/licenses/by/4.0), which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.
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