电子商务环境下营销渠道选择与协调研究
|
摘要
在全球化竞争的网络经济时代,电子商务成为制造企业的发展平台与生存方式,为中国制造企业的发展带来了新的契机;但在传统零售与网上直销并存的双渠道供应链中,制造商既是传统零售商的供应商同时又是其直接竞争者,致使渠道冲突成为关注的焦点问题;不仅如此,电子商务环境下营销渠道的选择与协调又在很大程度上决定着供应链的成功与否。鉴于此,本文在渠道和谐与利润最大化的双重要求下,以制造商为核心,运用博弈论、运筹学、市场学及产业经济学等学科的理论和方法,研究了在传统零售渠道基础上引入网上直销渠道时,制造商的策略性定价与补偿激励和营销渠道选择之间的内在关系;在传统零售与在线直销并存的双渠道供应链中,研究了如何设计合同以实现供应链协调并保证渠道成员双赢从而在全球化竞争的网络经济时代提升供应链整体竞争优势。
首先,在传统零售价高于网上直销价的假设下,构建了以制造商为核心的双渠道供应链模型。以单个传统零售渠道的定价策略为基础,研究了为缓解渠道冲突,制造商如何调整网上直销价与批发价使零售商逐渐适应双渠道供应链环境并使自己从这两种渠道获取的总收益最大;分析了双渠道市场上基于维持批发价不变、维持传统零售价不变和制定批发价与网上直销价最大化制造商利润的三种策略性定价与营销渠道选择之间的内在关系;揭示了双渠道供应链下,制造商与供应链的利润总是增加而零售商的利润总是减少这一现象。
其次,上述双渠道市场的定价策略中,均未考虑渠道服务差异与补偿策略,致使渠道价格竞争激烈而侵蚀了零售商的利润。鉴于此,综合考虑了制造商广告投入、零售商为产品提供增值服务投入且制造商补偿零售商的增值服务投入对双渠道供应链的影响;分析了基于两种竞争博弈(三阶段博弈与两阶段博弈)的增值服务补偿策略选择(成本补偿策略与水平补偿策略)和营销渠道选择之间的内在关系;揭示了在一定条件下,双渠道市场能实现制造商与零售商收益的Pareto改进。
然后,在传统零售与网上直销渠道价格竞争下,构建了零售商以创新投入降低其物流、库存等分销成本以扩展其利润空间、制造商投资以补偿零售商创新投入成本的双渠道供应链模型。研究发现,创新投入及其补偿投资能够实现渠道成员收益的Pareto改进,但不能达到供应链整体最优,设计了使供应链达到协调的降价补偿合同与两部定价合同。结果表明,降价补偿合同不能实现双渠道供应链协调,而通过合理设置参数,两部定价合同能够达到双渠道供应链协调并保证渠道成员双赢。
最后,在传统零售与网上直销并存的双渠道供应链下,构建了零售商进行促销投入以提升零售渠道的销售量、制造商投资补偿零售商促销投入成本的双渠道供应链模型。分析、比较了集中式与分散式决策下供应链的利润。结果表明,分散式决策无法实现供应链整体利益最大化,渠道需要协调;设计了两部定价合同、两部定价与促销水平补偿的组合合同以实现供应链协调。研究发现,单独的两部定价合同不能协调双渠道供应链,而两部定价与促销水平补偿的组合合同能够实现供应链协调并保证渠道成员双赢,且满足这种条件的组合合同有无穷多个。
The e-commerce has been both as a development platform and a means of survival and has brought new opportunities for the manufacturer in the global competition of network economy era. However, with the coexistence of the traditional retail channel and the online direct channel in a dual-channel supply chain, the manufacturer both as a supplier and a direct competitor to the retailer leading to channel conflict is a core focus of the supply chain management. Moreover, the marketing channel choice and the coordination mechanisms have a significant effect on the success of the supply chain management. Therefore, by adopting theories and methods of Game Theory,Operations Research,Marketing Science and Industrial Economics,this paper based on the channels harmony and the profit maximization, focuses on the intrinsic relationship between the strategic pricing and the a strategic compensation and the choice of marketing channels with addition an online channel to the traditional retail channel. At the same time this paper also has studied how to design contracts so as to achieve the coordination and realize the win-win situation both for the manufacturer and the retailer in the dual-channel supply chain and to enhance the competitive advantage of the supply chain in the era of global economy of the network.
Firstly, we develop a model in the dual-channel supply chain under the assumption of the retailer’s price greater than the manufacturer’s online price.We consider in order to mitigate the channel conflict the manufacturer, who acts as a Stackelberg leader, selects wholesale and direct price to acclimatize the retailer to the dual channel scenario gradually and to maximize his profit by the direct online channel and the retailer channel. And we identify the intrinsic relationship between the manufacturer’s strategic pricing and the marketing channel choice in the dual-channel supply chain based on the pricing strategy in the single traditional channel. These pricing strategies are①keeping wholesale prices as they were before,②keeping retail prices as they were before,③selecting wholesale and retail prices that optimize profits for the manufacturer himself. Within these strategies, we also reveal some phenomena that the profits for the manufacturer as well as the supply chain always improve while the profits for retailer always decline under some conditions in the dual–channel supply chain.
Secondly, the above mentioned pricing strategies in the dual-channel supply chain have not taken into consideration the service differences between the traditional channel and the direct Internet channel which result in intense price competition between them and erode the retailers' profit in turn. Therefore, we first take into comprehensive consideration that the manufacturer has invested in brand name and the retailer provide value-adding service for the customer in the traditional channel and then the manufacturer compensated the value-adding investment for the retailer in the dual-channel supply chain. Next, we analyze the intrinsic relationship between the manufacturer’s strategic compensatiton choice based on Stackelberg game and three -stage game and the marketing channel choice in the dual-channel supply chain.And we also resolve phenomenon that the profits can be improved both for the manufacturer and the retailer under certain condition in the dual-channel supply chain.
Thirdly, we develop a model that the retailer makes investment in innovation to reduce its logistic cost or its inventory operating cost and the manufacturer makes investment to compensate for the retailer investment in innovation based on the coexistence of the traditional retail and the direct online channel. It demonstrates that the strategic incentive subsidy investment in innovation can realize the profits Pareto improvement both for the retailer and the manufacturer. But the incentive subsidy investment in innovation alone cannot maximize the profits for the dual-channel supply chain under decentralized. Therefore, a price–markdown contract (or a price-markup contract) and a two-part tariffs contract have been designed for coordinating the dual-channel supply chain. It turns out that the price–markdown contract cannot coordinate the dual-channel supply chain while the two-part tariffs contract can do and achieve a win-win situation both for the manufacturer and the retailer.
Finally, we set up a model that the retailer advertises locally to increase his own sales and the manufacturer makes investment to compensate the advertisement cost for the retailer based on the coexistence of the traditional retail channel and the Internet direct channel .By comparing and analyzing the optimal promotion investment, incentive compensation investment and pricing strategies between the integrated and decentralized in the dual-channel supply chain, we found that the profit in the dual-channel supply chain under the decentralized is less than the integrated. So we study the two-part tariff contract to coordinated the dual-channel supply chain and draw a conclusion that that the two-part tariff alone cannot achieve the dual-channel supply chain coordination while the suitable two-part tariff contract combined with a promotion-level subsidy contract can do and a“win- win”situation can be realized and then the manufacturer can provide infinite such combined contracts for coordination of dual- channel supply chain.
首先,在传统零售价高于网上直销价的假设下,构建了以制造商为核心的双渠道供应链模型。以单个传统零售渠道的定价策略为基础,研究了为缓解渠道冲突,制造商如何调整网上直销价与批发价使零售商逐渐适应双渠道供应链环境并使自己从这两种渠道获取的总收益最大;分析了双渠道市场上基于维持批发价不变、维持传统零售价不变和制定批发价与网上直销价最大化制造商利润的三种策略性定价与营销渠道选择之间的内在关系;揭示了双渠道供应链下,制造商与供应链的利润总是增加而零售商的利润总是减少这一现象。
其次,上述双渠道市场的定价策略中,均未考虑渠道服务差异与补偿策略,致使渠道价格竞争激烈而侵蚀了零售商的利润。鉴于此,综合考虑了制造商广告投入、零售商为产品提供增值服务投入且制造商补偿零售商的增值服务投入对双渠道供应链的影响;分析了基于两种竞争博弈(三阶段博弈与两阶段博弈)的增值服务补偿策略选择(成本补偿策略与水平补偿策略)和营销渠道选择之间的内在关系;揭示了在一定条件下,双渠道市场能实现制造商与零售商收益的Pareto改进。
然后,在传统零售与网上直销渠道价格竞争下,构建了零售商以创新投入降低其物流、库存等分销成本以扩展其利润空间、制造商投资以补偿零售商创新投入成本的双渠道供应链模型。研究发现,创新投入及其补偿投资能够实现渠道成员收益的Pareto改进,但不能达到供应链整体最优,设计了使供应链达到协调的降价补偿合同与两部定价合同。结果表明,降价补偿合同不能实现双渠道供应链协调,而通过合理设置参数,两部定价合同能够达到双渠道供应链协调并保证渠道成员双赢。
最后,在传统零售与网上直销并存的双渠道供应链下,构建了零售商进行促销投入以提升零售渠道的销售量、制造商投资补偿零售商促销投入成本的双渠道供应链模型。分析、比较了集中式与分散式决策下供应链的利润。结果表明,分散式决策无法实现供应链整体利益最大化,渠道需要协调;设计了两部定价合同、两部定价与促销水平补偿的组合合同以实现供应链协调。研究发现,单独的两部定价合同不能协调双渠道供应链,而两部定价与促销水平补偿的组合合同能够实现供应链协调并保证渠道成员双赢,且满足这种条件的组合合同有无穷多个。
The e-commerce has been both as a development platform and a means of survival and has brought new opportunities for the manufacturer in the global competition of network economy era. However, with the coexistence of the traditional retail channel and the online direct channel in a dual-channel supply chain, the manufacturer both as a supplier and a direct competitor to the retailer leading to channel conflict is a core focus of the supply chain management. Moreover, the marketing channel choice and the coordination mechanisms have a significant effect on the success of the supply chain management. Therefore, by adopting theories and methods of Game Theory,Operations Research,Marketing Science and Industrial Economics,this paper based on the channels harmony and the profit maximization, focuses on the intrinsic relationship between the strategic pricing and the a strategic compensation and the choice of marketing channels with addition an online channel to the traditional retail channel. At the same time this paper also has studied how to design contracts so as to achieve the coordination and realize the win-win situation both for the manufacturer and the retailer in the dual-channel supply chain and to enhance the competitive advantage of the supply chain in the era of global economy of the network.
Firstly, we develop a model in the dual-channel supply chain under the assumption of the retailer’s price greater than the manufacturer’s online price.We consider in order to mitigate the channel conflict the manufacturer, who acts as a Stackelberg leader, selects wholesale and direct price to acclimatize the retailer to the dual channel scenario gradually and to maximize his profit by the direct online channel and the retailer channel. And we identify the intrinsic relationship between the manufacturer’s strategic pricing and the marketing channel choice in the dual-channel supply chain based on the pricing strategy in the single traditional channel. These pricing strategies are①keeping wholesale prices as they were before,②keeping retail prices as they were before,③selecting wholesale and retail prices that optimize profits for the manufacturer himself. Within these strategies, we also reveal some phenomena that the profits for the manufacturer as well as the supply chain always improve while the profits for retailer always decline under some conditions in the dual–channel supply chain.
Secondly, the above mentioned pricing strategies in the dual-channel supply chain have not taken into consideration the service differences between the traditional channel and the direct Internet channel which result in intense price competition between them and erode the retailers' profit in turn. Therefore, we first take into comprehensive consideration that the manufacturer has invested in brand name and the retailer provide value-adding service for the customer in the traditional channel and then the manufacturer compensated the value-adding investment for the retailer in the dual-channel supply chain. Next, we analyze the intrinsic relationship between the manufacturer’s strategic compensatiton choice based on Stackelberg game and three -stage game and the marketing channel choice in the dual-channel supply chain.And we also resolve phenomenon that the profits can be improved both for the manufacturer and the retailer under certain condition in the dual-channel supply chain.
Thirdly, we develop a model that the retailer makes investment in innovation to reduce its logistic cost or its inventory operating cost and the manufacturer makes investment to compensate for the retailer investment in innovation based on the coexistence of the traditional retail and the direct online channel. It demonstrates that the strategic incentive subsidy investment in innovation can realize the profits Pareto improvement both for the retailer and the manufacturer. But the incentive subsidy investment in innovation alone cannot maximize the profits for the dual-channel supply chain under decentralized. Therefore, a price–markdown contract (or a price-markup contract) and a two-part tariffs contract have been designed for coordinating the dual-channel supply chain. It turns out that the price–markdown contract cannot coordinate the dual-channel supply chain while the two-part tariffs contract can do and achieve a win-win situation both for the manufacturer and the retailer.
Finally, we set up a model that the retailer advertises locally to increase his own sales and the manufacturer makes investment to compensate the advertisement cost for the retailer based on the coexistence of the traditional retail channel and the Internet direct channel .By comparing and analyzing the optimal promotion investment, incentive compensation investment and pricing strategies between the integrated and decentralized in the dual-channel supply chain, we found that the profit in the dual-channel supply chain under the decentralized is less than the integrated. So we study the two-part tariff contract to coordinated the dual-channel supply chain and draw a conclusion that that the two-part tariff alone cannot achieve the dual-channel supply chain coordination while the suitable two-part tariff contract combined with a promotion-level subsidy contract can do and a“win- win”situation can be realized and then the manufacturer can provide infinite such combined contracts for coordination of dual- channel supply chain.
引文
阿里巴巴集团研究中心,Jacky Huang.2008.电子商务服务业及阿里巴巴商业生态的社会经济影响[M]. IDC中国:3-4.
艾瑞市场咨询.iResearch.2008.2007-2008年中国中小企业B2B电子商务行业发展简版[R].1-55.
艾兴政,唐小我,马永开.2008.传统渠道与电子渠道预测信息分享的绩效研究[J].管理科学学报,11(1):12-21.
白文宇,李晓华.2006.海尔集团营销渠道策略分析[J].经济师,3:182-184.
曹国正. 2008.海尔以物流强化品牌[J].市场周刊,07:32-33.
曹武军,李成刚,王学林. 2007.VMI环境下收入共享契约分析[J].管理工程学报, 21(1):51-55.
常志平,蒋馥.2004.供应链中电子市场与合约市场的协调研究[J].华中科技大学学报,32(1): 111-113.
陈剑,张小洪,常炜.2003.双渠道多制造商供应链的Cournot均衡策略[J].中国管理科学,11(专辑):284-289.
陈明亮,李怀祖.2000.网上营销模式探讨[J].中国软科学,(7):77-81.
陈树桢,熊中楷,梁喜. 2009.补偿激励下双渠道供应链协调的合同设计[J].中国管理科学, 17(1):64-75.
陈树桢,熊中楷,李根道,文海鸿. 2009.策略性激励下混合渠道下游企业创新投入研究[J].管理科学, 22(3):17-26.
陈树桢,熊中楷,唐彦昌. 2007供应链双重分销渠道的定价策略研究[J].统计与决策, (2):29-32.
陈云,王洗尘,沈惠璋.2008.互联网环境下双渠道零售商的定价策略研究[J].管理工程学报, 22(1):34-39.
冯姗姗. 2007.看戴尔2007年之变-谈变革的利与弊[N].中国计算机报,2007-11-16(10).
郭敏,王红卫,瞿坦.2002.二级随机供应链中的激励机制研究[J].计算机集成制造系统, 8(12):965-969.
郭亚军,赵礼强.2008.基于电子市场的双渠道冲突与协调[J]系统工程理论与实践,9: 59-66.
国家发改委.2007《电子商务发展“十一五”规划》[R].国家发展改革委与国务院信息办,中国发展门户网(www.chinagate.com.cn).
何勇,何炬,杨德礼.2004.需求不确定下的补偿策略理论模型[J].管理科学学报,7(6):30-36.
黄光辉,万建平,蔡建湖. 2006.合作还是竞争:成本决定策略的选择—消费者个体选择下双通道物流供应链设计[J].管理工程学报,20(4):139-141.
黄祖庆,达庆利. 2005.基于一类两级供应链的激励机制策略研究[J] .管理工程学报,19(3):28-31.
霍沛军,陈剑,陈继祥.2003.两层供应链中的上游R&D补贴策略[J].清华大学学报,43(10):1297-1300.
贾涛,徐渝,陈金亮.2005.需求依赖于货架展示量的供应链合同的研究[J].预测,24(3):70-75.
贾涛.2007.基于无缺陷退货的供应链成本补贴策略[J].运筹与管理,16(1):131-136.
焦旭萍. 2007.网络环境下营销渠道冲突及管理研究[D].青岛,青岛大学,23-33.
金焕民.2001.助销:管控分销渠道[J].中国商贸,13:72-75.
雷延军,李向阳.2006.基于风险与双渠道的全球供应链“超网络”均衡优化模型研究[J].中国管理科学,14(专辑):523-528.
李根道.2009.模型不确定下的收益管理动态定价策略研究[D].重庆,重庆大学博士学位论文.[
李根道,熊中楷,聂佳佳.2009.库存和价格影响需求的易逝品动态定价[J] .系统管理学报,18(4): 402-409.
李海燕.2009..面向资源与环境的关联供应链及其协调机制研究[D].重庆,重庆大学博士学位论.
李丽. 2006.中小企业B2B电子商务的研究[D].哈尔滨,哈尔滨工程大学硕士学位论文.
李晓滨,王健. 2008.零售企业电子供应链模式研究[J].物流科技, 4:40-43.
李志强.2002.论电子商务的定价战略[J].外国经济与管理,24(10):41-48.
梁喜.零售与租赁混合渠道下汽车制造商的渠道结构比较.系统工程,2009,27(8):8-13.
梁喜,熊中楷.汽车租赁供应链中汽车制造商的回购定价策略.工业工程与管理, 2009,14(1):85-89.
梁喜,熊中楷.2009.产品回收再利用率对闭环供应链利润的影响研究.工业工程与管理, 14(5):102-107.
林志炳,许保光,蔡晨.2005.基于消费者偏好的混合渠道模型分析[J].中国管理科学,13(专辑):431-434.
刘立,2000.Web环境下的市场营销创新[J].中国软科学,(2):80-82.
刘丽文. 2003.供应链管理思想及其理论和方法的发展过程[J].管理科学学报, 6(2):81-88.
聂佳佳,熊中楷. 2006.制造商广告和零售商动态定价联合决策模型[J].管理科学,19(6):42-47.
浦徐进,石琴,凌六一.2007.直销模式对存在强势零售商零售渠道的影响[J].管理科学学报,10(6):49-56.
曲道钢,郭亚军.2008.分销商需求与其努力相关时混合渠道供应链协调研究[J].中国管理科学,16(3):89-94.
石丽,李坚,李宏斌.2003.电子商务供应链中零库存的研究[J].计算机集成制造系统,9(5):384-389.
孙选中,李培.2007.宝洁公司营销渠道冲突管理透视[J].企业经济,320(4):5-8.
谭文曦.2007.网络营销渠道对传统营销渠道的影响[J] .经济师,2:211-212.
田适雨,张琦.2006.电子商务环境下供应链分销渠道的变革[J].物流科技,122(28):49-51.
汪鸣.2004.物流管理模式的创新及推广—评海尔物流创新模式:一流三网[J].综合运输, 01:21-24.
王冰,张子刚.2003.基于帕累托原则的供应链企业间创新活动的合作模型[J].科研管理,24(2):36-40.
夏海洋,黄培清.2007.混合分销渠道结构下短生命周期产品供应链库存策略分析[J].中国管理科学,15(2):70-75.
肖剑.2009..e-供应链环境下制造商与零售商的合作策略研究[D].重庆,重庆大学博士学位论.
肖剑,但斌,张旭梅.2009.需求预测信息不对称下电子渠道与零售商合作策略研究[J].计算机集成制造系统,15(10):2017-2022.
谢庆华,黄培清. 2007.Internet环境下混合市场渠道协调的数量折扣模型[J].系统工程与理论实践, 8:1-11.
熊中楷,李根道,唐颜昌,李薇. 2007.网络环境下考虑动态定价的渠道协调问题研究[J].管理工程学报, 21(3):49-55.
姚瑜琳.2006.企业策略性定价理论综述[J].北方经济,9:22-23.
晏妮娜,黄小原,刘兵. 2007.电子市场环境中供应链双源渠道主从对策模型[J].中国管理科学, 15(3):98-102.
晏妮娜,黄小原.2007.B2B电子市场下供应链期权合同协调模型与优化[J].控制与决策, 22(5):535-539.
杨跃翔,夏国平,卫昆.2006.双渠道两阶段供应链网络均衡模型[J].计算机集成制造系统,12(9):1391-1401.
赵泉午,卜祥智,杨秀苔.2006.基于返利策略的易逝品供应链合同研究[J].管理工程学报,20(3):41-45.
张菊亮,陈剑.2004.销售商的努力影响需求变化的供应链的合约[J].中国管理科学, 12(4):50-56.
张宇,韩春怡.2007.电子商务环境下营销渠道的管理[J].哈尔滨工业大学学报(社会科学版),9(1):109-112.
张振雨. 2007.电子商务环境下双渠道价格竞争研究[D].成都:电子科技大学,38-48.
郑锐红.2005.厂商渠道纷争—从”竞争”走向“竞合”[J].商业经济(江苏商论),5:13-15.
郑士源.2008.网上直销渠道的动态投资对供应商及零售商策略选择的影响[J].上海海事大学学报,29(3):76-81.
中国互联网络信息中心.2009.中国互联网络发展状况统计报告[R].1.国务院信息化司.
中华人民共和国商务部.2009.中国电子商务报告(2006-2007)[R].商务部信息化司.eb.mofcom.gov.cn.:1-76.
庄贵军.2000.权利、冲突与合作:西方的渠道行为理论[J].北京商学院学报,1.
Ancarani F., Shankar V. 2004. Price levels and price dispersion within and across multiple retailer types: Further evidence and extension [J]. Journal of the Academy of Marketing Science, 32(2), 176-187.
Anderson E., Day G E., Rangan V K.1997. Strategic channel design [J]. Sloan Management Review, 38(4):59-69.
Arya A.,Mittendorf B.,Yoon D H.2008.Friction in related-party trade when a rival is also a customer. [J].Management Science Articles in Advance, pp:1–11.
Arya A., Mittendorf B., Sappingtou D E M. 2007.The bright side of supplier encroachment [J]. Marketing Science,26(5):651–659.
Baker W.,Marn M.,Zawada C. 2001. Price smarter on the Net [J] .Harvard Business Review, 79(2):122-127.
Bakos Y., Brynjolfsson E. 2000. Bundling and competition on the internet [J]. Marketing Science 19(1):63–82.
Balasubramanian S.1998.Mail versus mall: a strategic analysis of competition between direct marketers and conventional retailers [J]. Marketing Science,17:181–95.
Brooker K.1999.IE - rivals seem to have Home Depot awfully nervous [J].Fortune,140 (4) :693 -708.
Brynjolfsson E., Smith M D. 2000. Frictionless commerce? A comparison of internet and conventional retailers[J].Management Science, 46:563–85.
Bucklin C B.,Thomas-Graham P A.,Webster E A.1997.Channel conflict:When is it dangerous?[J].The McKinsey Quarterly,June 22- 36.
Cachon G P. 2003. Supply chain coordination with contracts [M].In: A G de Kok and S C Graves, Eds. Handbook in operations research and management science. Amsterdam: Eleviser: 229-340.
Cachon G P. 2002.Supply chain coordination with contracts[M]. University of Pennsylvania: to be published in the Handbooks in Operations Research and Management Science: Supply Chain Management.
Cai G.,Zhang Z G.,Zhang M.2009.Game theoretical perspectives on dual-channelsupply chain competition with price discounts and pricing schemes [J] . Int. J. Production Economics,117: 80–96.
Catfani K.,Gilland W.,Swaminathan J. 2004.Coordinating traditional and Internet supply chains[M].NY:Kluwer.
Cattani K .,Gilland W., Heese s ., Swaminathan J . 2006.Pricing strategies for a manufacturer adding a direct channel that competes with the traditional channel[J].Production and Operation Managementin,15(1):40-56.
Chen K Y.,Kaya M.2008.Dual sales channel management with service competition[J]. Manufacturing & Service Operations Management,10(4):654–675.
Chiang W Y., Chhajed D, Hess J D. 2003.Direct marketing,indirect profits::a strategic analysis of dual-channel supply chain design [J]. Management Science,49(1):1–20.
Cho K R., Gerchak Y. 2005. Supply chain coordination with downstream operating costs: Coordination and investment to improve downstream operating efficiency [J]. European Journal of Operational Research, 162(3):762-772.
Choi S C. 1991.Price competition in a channel structure with a common retailer [J]Marketing Science 10(4):271–96.
Choi S C. 2003. Expanding to direct channel: Market coverages as entry barrier [J]. Journal of Interactive Marketing ,17(1):25-40.
Choi T., Li D., Yan H. 2004. Optimal returns policy for supply chain with e-market place [J]. International Journal of Production Economics,88(2):205-227.
Chu W J.,Desai P S. 1995.Channel coordination mechanisms for customer satisfaction[J]. Marketing Science,14(4):343-359.
Cohen M., Cull C., Lee H., Willen D. 2000.Saturn’s supply chain innovation: high value in after sales service[J] Sloan Management Review:41(4):93–101.
Cui T H.,Raju J., Zhong Z J. 2007.Fairness and coordination [J].Management Science, 53(8):1303-1314.
Dan Bin., Xiao Jian., Zhang Xumei. 2008.The collaborative distribution strategies in a dual-channel supply chain with electronic and retail channels. Proceedings of 2008 International Conference on Service Systems and Service Management, Melbourne, Australia: 41-45.
Davis K. 1999.Extranets take supply chain beyond EDI.[J].Consumer Goods,March/April. Desiraju R.2004.Cost and benefits of inducing intrabrand competition:the role of limited liabity[J]. Marketing Science,23(3):429-450.
Desiraju R., Moorthy S. 1997.Managing a distribution channel under asymmetric information with Performance Requirements [J]. Management Science,43(12):1628-1644.
Druehl C., Porteus E. 2001.Price competition between an internet firm and a bricks and mortar firm[R].Working Paper, Graduate School of Business, Stanford University.
Dumrongsiri A., Fan Ming., Jain A., Moinzadeh K. 2008. A supply chain model with direct and retail channels [J]. European Journal of operational Research,187(3):691-718.
Dutta S., Benger M.,John G.,Rao A. 1995.Variations in the contractual terms of cooperative advertising contracts:An empirical investigation[J].Marketing Letters, ,6:15-22.
Evans Z.2004. Channel Conflict: Historical Perceptions & Management Implications [M]. Brent Driver in Business & Economics:1-3.
Friberg R., Ganslandt M., Sandstrom M. 2000. E-Commerce and Prices Theory and Evidence (No.S57). Stockholm: Handelns utredningsinstitut (HUI).
Geoffrion A M., Krishnan R. 2003.E-business and management science: Mutual impacts (Part 1 of 2)[J]. Management Science, 49(10):1275–1286.
Gerstner E, Hess J.1995.Pull promotions and channel coordination [J].Marketing Science,14(1):43-60.
Geylani T., Dukes A J., Srinivasan K. 2007.Strategic manufacturer response to a dominant retailer [J]. Marketing Science,26(2):164-178.
Geyskens I., Gielens K., Dekimpe MG. 2002.The market valuation of internet channel additions[J] .Journal of Marketing 66:102–19.
Gilbert M S., Cvsa C. 2003.Strategic commitment to price to stimulate downstream innovation in a supply chain [J]. European Journal of Operational Research, 150(3):617-639.
Gilbert A., Bacheldor B. 2000. The big squeeze [J]. Information week,March 27:47-52.
Girishankar S. 1998.IBM to sell product line over Web [J].CMP TechWeb, Feb 19.
Goldkuhl L.2005.multiple marketing channel conflict with a focus on the interne [M]. Licentiate thesis, Lulea University of Technology:11-28.
Goolsbee A. 2000. In a world without borders: The impact of taxes on Internet commerce.[ J] Quart J. Econom. Forthcoming.
Grieger M. 2003.Electronic marketplaces: A literature review and a call for supply chain management research[J]. European Journal of Operational Research, 144:280-294.
Gupta S., Loulou R. 1998.Process innovation,product differentiation,and channel structure: Strategic incentives in a duopoly.[J]. Management Science, 17(4)):301-316.
Ha A Y., Li L., Ng SM. 2003. Price and delivery logistics competition in a supply chain [J] Management Science,49(9):1139-1153.
Harhoff D. 1996.Strategic spillovers and incentives for research and development [J].Management Science, 42:907-925.
Hendershott T., Zhang J. 2001.A model of direct and intermediated sales [R]. Working Paper,University of California at Berkeley and University of Rochester.
Horvath L. 2001. Collaboration: key to value creation in supply chain management [J].Supply Chain Management: An International Journal, 6(5):205-207.
Huang W.,Swaminathan J M. 2003.Pricing on traditional and internet channels under monopoly and duopoly: analysis and bounds[R]. Working Paper, Kenan-Flagler Business School, UNC Chapel Hill.
Ingene C A.,Parry M E. 2000.Is channel coordination all it is cracked up to be?[J].Journal of Retailing,76(4):511–547.
Ingene C A., Parry M E. 1995. Channel coordination when retailers compete[J] Marketing Science,14(4):360–77.
Iyer G.1998.Coordinating channels under price and nonprice competition [J].Marketing Science,17(4):338–55.
Jakob N. 2001.Make it usable [J].PC Magazine, 20(3):1-6.
Jeuland A P., Shugan S M. 1983.Managing channel profits [J]. Marketing Science,2(3):239-272.
Kaya M. 2006. Essays in supply chain contracting: Dual channel management with service competition and quality risk in outsourcing[D].California: Stanford University.
Kevin B. 2002. Conflict management in marketing channel:a broadened perspective[J]. Journal of Marketing, 66:78-98.
Kim B. 2005. Coordinating an innovation in supply chain management [J]. European Journal of Operational Research, 123(3):568-584.
King J. 1999. New covenants ease online channel war [J]. Computerworld,33:24-26.
Kleindorfer P R., Wu D J. 2003.Integrating long- and short-term contracting via business-to-business exchange for capital-intensive industries[J].Management Science,49(11):1597-1615.
Kotler P.2000.M arketing M anagement [M ]. Beijing, T singhua U niversity P ress, 10th ed.
Kuksov D., Pazgal A.2007.The effects of costs and competition on slotting allowances[J]. Marketing Science,26(2):259-267.
Kumar N., Ruan R. 2002.On strategic pricing and complementing the retail channel with a direct internet channel[R]. Working Paper, University of Texas at Dallas.
Kurata H., Yao DQ., L iu J J. 2007. Pricing policies under direct vs. indirect channel competition and national vs store brand competition [ J ]. European Journal of Operational Research, 180 (1): 262- 281.
Lancastre A., Lages L F. 2006.The relationship between buyer and a B2B e-marketplace: cooperation determinants in an electronic market context [J]. Industrial Marketing Management,35:774-789.
Lee H G. 1998. Do Electronic Marketplaces Lower the Price of Goods?[J]. Communications of the ACM, 41(1):73-80.
Levary R., Mathieu R G.2000.Hybrid retail: integrating e-commerce and physical stores [J].Industrial Management, 42(5):6–13.
Li S X., Huang Z., Zhu J., Chauc PYK. 2002.Cooperative advertising, game theory and manufacturer-retailer supply chains[J].Omega, 30:347-357.
Lin I I., Mahmassani H S. 2002.Can online grocers deliver? Some logistics considerations [R]. Transportation Record, Washington DC.
Liu Y., Zhang J. 2006. The benefits of personalized pricing in a channel [J].Marketing Science, 25(1):97 -105.
Lucas G H.,Gresham L G.1985.Power,conflict,controle,and the application of contingency theory in marketing channels[J].Academy of Marketing Science,13(3):25-38.
Mangalindan M. 2005. Online retail sales are expected to rise to $172 billion this year [N]. The Wall Street Journal, May 24.
McGuire T., Staelin R. 2008.An industry equilibrium analysis of downstream vertical integration [J] .Marketing Science ,27(1):115–130.
McWilliams G., Zimmerman A. 2003. Dell plans to peddle PCs insider Sears, other large chains [N]. The Wall Street Journal,January,30.
McWilliams G. 1998.Mimicking Dell, Compaq to sell its PCs directly [J].The Wall Street Journal, Nov 11 B1.
Moorthy K S. 1987. Managing channel profits: Comment[J].Marketing Science, 6(4):375-379.
Moriarty R T., Moran U. 1990. Managing Hybrid Marketing Systems[J]. Harvard Business Review, 68(6):146-155.
Mukhopadhyay S K.,Yao D Q.,Yue X H. 2008. Information sharing of value-adding retailer in a mixed channel hi-tech supply chain[J].Journal of Business Research, 61(9): 950-958.
Mukhopadhyay S K., Zhu X.W., Yue X H. 2008.Optimal Contract Design for Mixed Channels Under Information Asymmetry[j]. Production and Operations Management,17(6):641-650.
Netessine S.,Rudi N.2006.Supply chain choice on the Internet[J].Management Science,52(6):844-864.
Palmer J. 2004. Gateway’s gains [J]. Barron’s. Chicopee, 84(48): 12-14.
Park M C., Lee S W. 2002. Double marginalization problems: evidence from the Korean fixed-to-mobile servicemarket [J]. Telecommu- nicationsPolicy, 26 (6): 607- 621.
Pasternack B A. 1985. Optimal pricing and returns policies for perishable commodities [J].Marketing Science, 4(2):166-176.
Pinker E J., Seidmann A.,Vakrat Y. 2003. Managing online auctions current business and research issues[J]. Management Science,49(11):1457-1484.
Poirier C C., Bauer M J. 2000.E-supply chain: using the Internet to revolutionize your business. San Francisco: Berrett-Koehler.
Poirier C C., Reiter S. 1996.Supply chain optimization: Building the strongest total business network[M]. Berrett-Koehler Publisher, San Francisco,CA,106-108.
Porter M E. 2001.Strategy and the internet[J]. Harvard Business Review. 79 (3):63–78.
Porter R.1998.Managing the supply chain with Internet based collaboration [J].Logistics&SupplyChain Journal, 1(3).
Qiu L D ., Tao Z. 1998 .Policy on international R&D cooperation : subsidy or tax ? [J ] . European Economic Review , 42 (9) :1727-1750.
Raju J., Zhang Z J. 2005.Channel coordination in the presence of a dominant retailer[J].Marketing Science,24(2):254-262.
Rhee B.,Park S Y. 2000.Online stores as a new direct channel and emerging hybrid channel zystem[R].Working Paper, HKUST.
Rhee B. 2001. A hybrid channel system in competition with direct marketers[R]. Working Paper, HKUST.
Sahin F., Robinson E P. 2002. Flow coordination and information sharing in supply chains: review, implications, and directions for future research[J].Decision Sciences, 33(4):505-536.
Sankaranarayanan R. 2007. Innovation and the durable goods monopolist: The optimality of frequent new-version releases [J]. Marketing Science,26(6):774-791.
Schoenbachler D D.,Gordon G L.2002.Multi-channel shopping: understanding what drives channel choice[J].Journal of Consumer Marketing,19(1):42-53.
Scott C H.,Scott J E. 2004.On models for the operation of a class of electronic market places[J].Omega,32(4).373-383.
Seong Y Park., Hean Tat Keh. 2003. Modeling hybrid distribution channels:a game-theoretic analysis[J]. Journal of Retailing and Consumer Services,10:155-167.
Serifert R W.,Thonemann U W.,Hausman W H. 2004.Optimal procurement strategies for online spot markets.[J]European Journal of Operational Research,152(7):781-799.
Shipley D.,Egan C.1992.Power,conflict and co-operation in the Brewer-Tenant distribution channels[J].International Journal of Service Industry Management,3(4):44-62.
Simatupang T M., Sridharan R. 2002. The collaborative supply chain[J].International Journal of Logistics Management, 13(1):15-30.
Simatupang T M., Wright A C., Sridharan R. 2004. Applying the theory of constraints to supply chain collaboration [J].Supply Chain Management,9(1):57-70.
Smith M D., Bailey J., Brynjolfsson E.1999.Understanding Digital Markets[J]. Review and Assessment. Retrieved October 17, 2004.
Spekman R E., Kamauff J W., Myhr N. 1998. An empirical investigation into supply chain management: a perspective on partnerships[J].International Journal of Physical Distribution & Logistics Management, 3(2):52-67.
Spencer B.,Brander J .1983. International R&D rivalry and industrial strategy [J ] . Review of Economic Studies, 50 (3):707-722.
Spengler J J.1950.Vertical integration and anti-trust policy[J].Journal of Political Economy, 58(4):347-352.
Steinfield C., Bouwman H., Adelaar T. 2002. The Dynamics of Click-and-Mortar Electronic Commerce: Opportunities and Management Strategies International Journal of Electronic Commerce, 7(1), 93-119.
Stern L W., EI-Ansary A I., Coughlan A T. 2001.Marketing channels [M]. Prentice Hall, Upper Saddle River, New Jersey, 5th edition.
Stern L W., El-Ansary A I. 1988. Marketing Channels [M]. 3rd ed. Englewood Cliffs, New Jersey: Prentice Hall.
Stringer K. 2004.Style & substance: Shopper who blend store, catalog, and web spend more [N]. The Wall Street Journal, September 3.
Swaminathan J M., Tayur S R. 2003. Models for supply chains in e-business[J]. Management Science, 49(10): 1387-1406.
Taboubi S., Zaccour G. 2005.Coordination mechanisms in marketing channels: A survey of game theory models [M]. Pergamon Press,Inc.Tarrytown ,NY,USA,2005:32-34.
Tedeschi B.2000.Compressed data; big companies go slowly in devising net strategy [N/OL]. New York Times, Mar 27.
Trivedi M. 1998.Distribution channels: an extension of exclusive retailer ship [J]. Management Science,44(7):896–909.
Tsay A A., Agrawal N. 2000. Channel dynamics under price and service competition [J] .Manufacturing and Service Operations Management 2:372–91.
Tsay A A., Agrawal N. 2004. Channel conflict and coordination in the e-commerce age [J]. Production and Operations Management Society,13(1): 93-110.
Tsay A A.,Agrawal N. 2001.Manufacturer and reseller perspectives on channel conflict and coordination in multiple-channel distribution [R]. Working Paper, Santa Clara University. Tsay A., Agrawal N. 1999. Channel conflict and coordination: An investigation of supply chain design[R]. Working Paper, Santa Clara University.
Tsay A A. 1999. The quantity flexibility contract and supplier-customer incentives [J].Management Science, 45(4):1339-1358.
Urban G L. 2004.Digital marketing strategy [M] .Upper Saddle River,New Jersey: Pearson Education, Inc.
Wang C X., Benaroch M. 2004. Supply chain coordination in buyers centric B2B electronic markets [J]. Int. J. Production Economics,92:113-124.
Webb K L.1997.Understanding hybrid channel conflict conceptual model and four case studies[D].
The University of North Carolina, Chapel Hill. 6:25-35. Webb K L.2002. Managing channels of distribution in the age of electronic commerce[J].Industrial Marketing Management,31(2):95-102.
Webb K L., Hogan J E. 2002. Hybrid channel conflict: causes and effects on channel performance[J]. Journal of Business & Industrial Marketing, 17(5):338-356.
Whang S. 1995. Coordination in operations: a taxonomy [J].Journa of Operations Managment, 12(4):413-422.
Wigand R T. 1997.Electronic commerce: Definition,theory and context [J]. The Information Society, 13(1):pp 1-16.
Wise R., Morrison D. 2000. Beyond the exchange: The future of B2B [J]. Harvard Business Review, 78:86–96.
Wu D J., Kleindorfer P R. 2005.Competitive options,supply contracting and electronic markets [J]. Management Science,51(3):452-466.
Yao D Q., Liu J J.2005.Competitive pricing of mixed retail and e-tail distribution channels [J]. Omega ,33(3):235-247.
Yin R., Aviv Y., Pazgal A.2009.Optimal Markdown Pricing: Implicationsof inventory display formats in the presence of strategic customers [J]. Management Science 55(8):131-148.
Young E. 2001.Global Online Retailing: An Ernst&Young Special Report [R].New York.
Yrjola H. 2001. Physical distribution considerations for electronic grocery shopping[J]. International Journal of Physical Distribution & Logistics Management,31 (9):746–761.
Yue X H., Liu J. 2006. Demand forecast sharing in a dual-channel supply chain [J]. EuropeanJournal of Operational Research, 174(3): 646–667.
Zettelmeyer F. 2000. Expanding to the internet: pricing and communications strategies when firms compete on multiple channels [J].Journal of Marketing Research,37(3):292-308.
艾瑞市场咨询.iResearch.2008.2007-2008年中国中小企业B2B电子商务行业发展简版[R].1-55.
艾兴政,唐小我,马永开.2008.传统渠道与电子渠道预测信息分享的绩效研究[J].管理科学学报,11(1):12-21.
白文宇,李晓华.2006.海尔集团营销渠道策略分析[J].经济师,3:182-184.
曹国正. 2008.海尔以物流强化品牌[J].市场周刊,07:32-33.
曹武军,李成刚,王学林. 2007.VMI环境下收入共享契约分析[J].管理工程学报, 21(1):51-55.
常志平,蒋馥.2004.供应链中电子市场与合约市场的协调研究[J].华中科技大学学报,32(1): 111-113.
陈剑,张小洪,常炜.2003.双渠道多制造商供应链的Cournot均衡策略[J].中国管理科学,11(专辑):284-289.
陈明亮,李怀祖.2000.网上营销模式探讨[J].中国软科学,(7):77-81.
陈树桢,熊中楷,梁喜. 2009.补偿激励下双渠道供应链协调的合同设计[J].中国管理科学, 17(1):64-75.
陈树桢,熊中楷,李根道,文海鸿. 2009.策略性激励下混合渠道下游企业创新投入研究[J].管理科学, 22(3):17-26.
陈树桢,熊中楷,唐彦昌. 2007供应链双重分销渠道的定价策略研究[J].统计与决策, (2):29-32.
陈云,王洗尘,沈惠璋.2008.互联网环境下双渠道零售商的定价策略研究[J].管理工程学报, 22(1):34-39.
冯姗姗. 2007.看戴尔2007年之变-谈变革的利与弊[N].中国计算机报,2007-11-16(10).
郭敏,王红卫,瞿坦.2002.二级随机供应链中的激励机制研究[J].计算机集成制造系统, 8(12):965-969.
郭亚军,赵礼强.2008.基于电子市场的双渠道冲突与协调[J]系统工程理论与实践,9: 59-66.
国家发改委.2007《电子商务发展“十一五”规划》[R].国家发展改革委与国务院信息办,中国发展门户网(www.chinagate.com.cn).
何勇,何炬,杨德礼.2004.需求不确定下的补偿策略理论模型[J].管理科学学报,7(6):30-36.
黄光辉,万建平,蔡建湖. 2006.合作还是竞争:成本决定策略的选择—消费者个体选择下双通道物流供应链设计[J].管理工程学报,20(4):139-141.
黄祖庆,达庆利. 2005.基于一类两级供应链的激励机制策略研究[J] .管理工程学报,19(3):28-31.
霍沛军,陈剑,陈继祥.2003.两层供应链中的上游R&D补贴策略[J].清华大学学报,43(10):1297-1300.
贾涛,徐渝,陈金亮.2005.需求依赖于货架展示量的供应链合同的研究[J].预测,24(3):70-75.
贾涛.2007.基于无缺陷退货的供应链成本补贴策略[J].运筹与管理,16(1):131-136.
焦旭萍. 2007.网络环境下营销渠道冲突及管理研究[D].青岛,青岛大学,23-33.
金焕民.2001.助销:管控分销渠道[J].中国商贸,13:72-75.
雷延军,李向阳.2006.基于风险与双渠道的全球供应链“超网络”均衡优化模型研究[J].中国管理科学,14(专辑):523-528.
李根道.2009.模型不确定下的收益管理动态定价策略研究[D].重庆,重庆大学博士学位论文.[
李根道,熊中楷,聂佳佳.2009.库存和价格影响需求的易逝品动态定价[J] .系统管理学报,18(4): 402-409.
李海燕.2009..面向资源与环境的关联供应链及其协调机制研究[D].重庆,重庆大学博士学位论.
李丽. 2006.中小企业B2B电子商务的研究[D].哈尔滨,哈尔滨工程大学硕士学位论文.
李晓滨,王健. 2008.零售企业电子供应链模式研究[J].物流科技, 4:40-43.
李志强.2002.论电子商务的定价战略[J].外国经济与管理,24(10):41-48.
梁喜.零售与租赁混合渠道下汽车制造商的渠道结构比较.系统工程,2009,27(8):8-13.
梁喜,熊中楷.汽车租赁供应链中汽车制造商的回购定价策略.工业工程与管理, 2009,14(1):85-89.
梁喜,熊中楷.2009.产品回收再利用率对闭环供应链利润的影响研究.工业工程与管理, 14(5):102-107.
林志炳,许保光,蔡晨.2005.基于消费者偏好的混合渠道模型分析[J].中国管理科学,13(专辑):431-434.
刘立,2000.Web环境下的市场营销创新[J].中国软科学,(2):80-82.
刘丽文. 2003.供应链管理思想及其理论和方法的发展过程[J].管理科学学报, 6(2):81-88.
聂佳佳,熊中楷. 2006.制造商广告和零售商动态定价联合决策模型[J].管理科学,19(6):42-47.
浦徐进,石琴,凌六一.2007.直销模式对存在强势零售商零售渠道的影响[J].管理科学学报,10(6):49-56.
曲道钢,郭亚军.2008.分销商需求与其努力相关时混合渠道供应链协调研究[J].中国管理科学,16(3):89-94.
石丽,李坚,李宏斌.2003.电子商务供应链中零库存的研究[J].计算机集成制造系统,9(5):384-389.
孙选中,李培.2007.宝洁公司营销渠道冲突管理透视[J].企业经济,320(4):5-8.
谭文曦.2007.网络营销渠道对传统营销渠道的影响[J] .经济师,2:211-212.
田适雨,张琦.2006.电子商务环境下供应链分销渠道的变革[J].物流科技,122(28):49-51.
汪鸣.2004.物流管理模式的创新及推广—评海尔物流创新模式:一流三网[J].综合运输, 01:21-24.
王冰,张子刚.2003.基于帕累托原则的供应链企业间创新活动的合作模型[J].科研管理,24(2):36-40.
夏海洋,黄培清.2007.混合分销渠道结构下短生命周期产品供应链库存策略分析[J].中国管理科学,15(2):70-75.
肖剑.2009..e-供应链环境下制造商与零售商的合作策略研究[D].重庆,重庆大学博士学位论.
肖剑,但斌,张旭梅.2009.需求预测信息不对称下电子渠道与零售商合作策略研究[J].计算机集成制造系统,15(10):2017-2022.
谢庆华,黄培清. 2007.Internet环境下混合市场渠道协调的数量折扣模型[J].系统工程与理论实践, 8:1-11.
熊中楷,李根道,唐颜昌,李薇. 2007.网络环境下考虑动态定价的渠道协调问题研究[J].管理工程学报, 21(3):49-55.
姚瑜琳.2006.企业策略性定价理论综述[J].北方经济,9:22-23.
晏妮娜,黄小原,刘兵. 2007.电子市场环境中供应链双源渠道主从对策模型[J].中国管理科学, 15(3):98-102.
晏妮娜,黄小原.2007.B2B电子市场下供应链期权合同协调模型与优化[J].控制与决策, 22(5):535-539.
杨跃翔,夏国平,卫昆.2006.双渠道两阶段供应链网络均衡模型[J].计算机集成制造系统,12(9):1391-1401.
赵泉午,卜祥智,杨秀苔.2006.基于返利策略的易逝品供应链合同研究[J].管理工程学报,20(3):41-45.
张菊亮,陈剑.2004.销售商的努力影响需求变化的供应链的合约[J].中国管理科学, 12(4):50-56.
张宇,韩春怡.2007.电子商务环境下营销渠道的管理[J].哈尔滨工业大学学报(社会科学版),9(1):109-112.
张振雨. 2007.电子商务环境下双渠道价格竞争研究[D].成都:电子科技大学,38-48.
郑锐红.2005.厂商渠道纷争—从”竞争”走向“竞合”[J].商业经济(江苏商论),5:13-15.
郑士源.2008.网上直销渠道的动态投资对供应商及零售商策略选择的影响[J].上海海事大学学报,29(3):76-81.
中国互联网络信息中心.2009.中国互联网络发展状况统计报告[R].1.国务院信息化司.
中华人民共和国商务部.2009.中国电子商务报告(2006-2007)[R].商务部信息化司.eb.mofcom.gov.cn.:1-76.
庄贵军.2000.权利、冲突与合作:西方的渠道行为理论[J].北京商学院学报,1.
Ancarani F., Shankar V. 2004. Price levels and price dispersion within and across multiple retailer types: Further evidence and extension [J]. Journal of the Academy of Marketing Science, 32(2), 176-187.
Anderson E., Day G E., Rangan V K.1997. Strategic channel design [J]. Sloan Management Review, 38(4):59-69.
Arya A.,Mittendorf B.,Yoon D H.2008.Friction in related-party trade when a rival is also a customer. [J].Management Science Articles in Advance, pp:1–11.
Arya A., Mittendorf B., Sappingtou D E M. 2007.The bright side of supplier encroachment [J]. Marketing Science,26(5):651–659.
Baker W.,Marn M.,Zawada C. 2001. Price smarter on the Net [J] .Harvard Business Review, 79(2):122-127.
Bakos Y., Brynjolfsson E. 2000. Bundling and competition on the internet [J]. Marketing Science 19(1):63–82.
Balasubramanian S.1998.Mail versus mall: a strategic analysis of competition between direct marketers and conventional retailers [J]. Marketing Science,17:181–95.
Brooker K.1999.IE - rivals seem to have Home Depot awfully nervous [J].Fortune,140 (4) :693 -708.
Brynjolfsson E., Smith M D. 2000. Frictionless commerce? A comparison of internet and conventional retailers[J].Management Science, 46:563–85.
Bucklin C B.,Thomas-Graham P A.,Webster E A.1997.Channel conflict:When is it dangerous?[J].The McKinsey Quarterly,June 22- 36.
Cachon G P. 2003. Supply chain coordination with contracts [M].In: A G de Kok and S C Graves, Eds. Handbook in operations research and management science. Amsterdam: Eleviser: 229-340.
Cachon G P. 2002.Supply chain coordination with contracts[M]. University of Pennsylvania: to be published in the Handbooks in Operations Research and Management Science: Supply Chain Management.
Cai G.,Zhang Z G.,Zhang M.2009.Game theoretical perspectives on dual-channelsupply chain competition with price discounts and pricing schemes [J] . Int. J. Production Economics,117: 80–96.
Catfani K.,Gilland W.,Swaminathan J. 2004.Coordinating traditional and Internet supply chains[M].NY:Kluwer.
Cattani K .,Gilland W., Heese s ., Swaminathan J . 2006.Pricing strategies for a manufacturer adding a direct channel that competes with the traditional channel[J].Production and Operation Managementin,15(1):40-56.
Chen K Y.,Kaya M.2008.Dual sales channel management with service competition[J]. Manufacturing & Service Operations Management,10(4):654–675.
Chiang W Y., Chhajed D, Hess J D. 2003.Direct marketing,indirect profits::a strategic analysis of dual-channel supply chain design [J]. Management Science,49(1):1–20.
Cho K R., Gerchak Y. 2005. Supply chain coordination with downstream operating costs: Coordination and investment to improve downstream operating efficiency [J]. European Journal of Operational Research, 162(3):762-772.
Choi S C. 1991.Price competition in a channel structure with a common retailer [J]Marketing Science 10(4):271–96.
Choi S C. 2003. Expanding to direct channel: Market coverages as entry barrier [J]. Journal of Interactive Marketing ,17(1):25-40.
Choi T., Li D., Yan H. 2004. Optimal returns policy for supply chain with e-market place [J]. International Journal of Production Economics,88(2):205-227.
Chu W J.,Desai P S. 1995.Channel coordination mechanisms for customer satisfaction[J]. Marketing Science,14(4):343-359.
Cohen M., Cull C., Lee H., Willen D. 2000.Saturn’s supply chain innovation: high value in after sales service[J] Sloan Management Review:41(4):93–101.
Cui T H.,Raju J., Zhong Z J. 2007.Fairness and coordination [J].Management Science, 53(8):1303-1314.
Dan Bin., Xiao Jian., Zhang Xumei. 2008.The collaborative distribution strategies in a dual-channel supply chain with electronic and retail channels. Proceedings of 2008 International Conference on Service Systems and Service Management, Melbourne, Australia: 41-45.
Davis K. 1999.Extranets take supply chain beyond EDI.[J].Consumer Goods,March/April. Desiraju R.2004.Cost and benefits of inducing intrabrand competition:the role of limited liabity[J]. Marketing Science,23(3):429-450.
Desiraju R., Moorthy S. 1997.Managing a distribution channel under asymmetric information with Performance Requirements [J]. Management Science,43(12):1628-1644.
Druehl C., Porteus E. 2001.Price competition between an internet firm and a bricks and mortar firm[R].Working Paper, Graduate School of Business, Stanford University.
Dumrongsiri A., Fan Ming., Jain A., Moinzadeh K. 2008. A supply chain model with direct and retail channels [J]. European Journal of operational Research,187(3):691-718.
Dutta S., Benger M.,John G.,Rao A. 1995.Variations in the contractual terms of cooperative advertising contracts:An empirical investigation[J].Marketing Letters, ,6:15-22.
Evans Z.2004. Channel Conflict: Historical Perceptions & Management Implications [M]. Brent Driver in Business & Economics:1-3.
Friberg R., Ganslandt M., Sandstrom M. 2000. E-Commerce and Prices Theory and Evidence (No.S57). Stockholm: Handelns utredningsinstitut (HUI).
Geoffrion A M., Krishnan R. 2003.E-business and management science: Mutual impacts (Part 1 of 2)[J]. Management Science, 49(10):1275–1286.
Gerstner E, Hess J.1995.Pull promotions and channel coordination [J].Marketing Science,14(1):43-60.
Geylani T., Dukes A J., Srinivasan K. 2007.Strategic manufacturer response to a dominant retailer [J]. Marketing Science,26(2):164-178.
Geyskens I., Gielens K., Dekimpe MG. 2002.The market valuation of internet channel additions[J] .Journal of Marketing 66:102–19.
Gilbert M S., Cvsa C. 2003.Strategic commitment to price to stimulate downstream innovation in a supply chain [J]. European Journal of Operational Research, 150(3):617-639.
Gilbert A., Bacheldor B. 2000. The big squeeze [J]. Information week,March 27:47-52.
Girishankar S. 1998.IBM to sell product line over Web [J].CMP TechWeb, Feb 19.
Goldkuhl L.2005.multiple marketing channel conflict with a focus on the interne [M]. Licentiate thesis, Lulea University of Technology:11-28.
Goolsbee A. 2000. In a world without borders: The impact of taxes on Internet commerce.[ J] Quart J. Econom. Forthcoming.
Grieger M. 2003.Electronic marketplaces: A literature review and a call for supply chain management research[J]. European Journal of Operational Research, 144:280-294.
Gupta S., Loulou R. 1998.Process innovation,product differentiation,and channel structure: Strategic incentives in a duopoly.[J]. Management Science, 17(4)):301-316.
Ha A Y., Li L., Ng SM. 2003. Price and delivery logistics competition in a supply chain [J] Management Science,49(9):1139-1153.
Harhoff D. 1996.Strategic spillovers and incentives for research and development [J].Management Science, 42:907-925.
Hendershott T., Zhang J. 2001.A model of direct and intermediated sales [R]. Working Paper,University of California at Berkeley and University of Rochester.
Horvath L. 2001. Collaboration: key to value creation in supply chain management [J].Supply Chain Management: An International Journal, 6(5):205-207.
Huang W.,Swaminathan J M. 2003.Pricing on traditional and internet channels under monopoly and duopoly: analysis and bounds[R]. Working Paper, Kenan-Flagler Business School, UNC Chapel Hill.
Ingene C A.,Parry M E. 2000.Is channel coordination all it is cracked up to be?[J].Journal of Retailing,76(4):511–547.
Ingene C A., Parry M E. 1995. Channel coordination when retailers compete[J] Marketing Science,14(4):360–77.
Iyer G.1998.Coordinating channels under price and nonprice competition [J].Marketing Science,17(4):338–55.
Jakob N. 2001.Make it usable [J].PC Magazine, 20(3):1-6.
Jeuland A P., Shugan S M. 1983.Managing channel profits [J]. Marketing Science,2(3):239-272.
Kaya M. 2006. Essays in supply chain contracting: Dual channel management with service competition and quality risk in outsourcing[D].California: Stanford University.
Kevin B. 2002. Conflict management in marketing channel:a broadened perspective[J]. Journal of Marketing, 66:78-98.
Kim B. 2005. Coordinating an innovation in supply chain management [J]. European Journal of Operational Research, 123(3):568-584.
King J. 1999. New covenants ease online channel war [J]. Computerworld,33:24-26.
Kleindorfer P R., Wu D J. 2003.Integrating long- and short-term contracting via business-to-business exchange for capital-intensive industries[J].Management Science,49(11):1597-1615.
Kotler P.2000.M arketing M anagement [M ]. Beijing, T singhua U niversity P ress, 10th ed.
Kuksov D., Pazgal A.2007.The effects of costs and competition on slotting allowances[J]. Marketing Science,26(2):259-267.
Kumar N., Ruan R. 2002.On strategic pricing and complementing the retail channel with a direct internet channel[R]. Working Paper, University of Texas at Dallas.
Kurata H., Yao DQ., L iu J J. 2007. Pricing policies under direct vs. indirect channel competition and national vs store brand competition [ J ]. European Journal of Operational Research, 180 (1): 262- 281.
Lancastre A., Lages L F. 2006.The relationship between buyer and a B2B e-marketplace: cooperation determinants in an electronic market context [J]. Industrial Marketing Management,35:774-789.
Lee H G. 1998. Do Electronic Marketplaces Lower the Price of Goods?[J]. Communications of the ACM, 41(1):73-80.
Levary R., Mathieu R G.2000.Hybrid retail: integrating e-commerce and physical stores [J].Industrial Management, 42(5):6–13.
Li S X., Huang Z., Zhu J., Chauc PYK. 2002.Cooperative advertising, game theory and manufacturer-retailer supply chains[J].Omega, 30:347-357.
Lin I I., Mahmassani H S. 2002.Can online grocers deliver? Some logistics considerations [R]. Transportation Record, Washington DC.
Liu Y., Zhang J. 2006. The benefits of personalized pricing in a channel [J].Marketing Science, 25(1):97 -105.
Lucas G H.,Gresham L G.1985.Power,conflict,controle,and the application of contingency theory in marketing channels[J].Academy of Marketing Science,13(3):25-38.
Mangalindan M. 2005. Online retail sales are expected to rise to $172 billion this year [N]. The Wall Street Journal, May 24.
McGuire T., Staelin R. 2008.An industry equilibrium analysis of downstream vertical integration [J] .Marketing Science ,27(1):115–130.
McWilliams G., Zimmerman A. 2003. Dell plans to peddle PCs insider Sears, other large chains [N]. The Wall Street Journal,January,30.
McWilliams G. 1998.Mimicking Dell, Compaq to sell its PCs directly [J].The Wall Street Journal, Nov 11 B1.
Moorthy K S. 1987. Managing channel profits: Comment[J].Marketing Science, 6(4):375-379.
Moriarty R T., Moran U. 1990. Managing Hybrid Marketing Systems[J]. Harvard Business Review, 68(6):146-155.
Mukhopadhyay S K.,Yao D Q.,Yue X H. 2008. Information sharing of value-adding retailer in a mixed channel hi-tech supply chain[J].Journal of Business Research, 61(9): 950-958.
Mukhopadhyay S K., Zhu X.W., Yue X H. 2008.Optimal Contract Design for Mixed Channels Under Information Asymmetry[j]. Production and Operations Management,17(6):641-650.
Netessine S.,Rudi N.2006.Supply chain choice on the Internet[J].Management Science,52(6):844-864.
Palmer J. 2004. Gateway’s gains [J]. Barron’s. Chicopee, 84(48): 12-14.
Park M C., Lee S W. 2002. Double marginalization problems: evidence from the Korean fixed-to-mobile servicemarket [J]. Telecommu- nicationsPolicy, 26 (6): 607- 621.
Pasternack B A. 1985. Optimal pricing and returns policies for perishable commodities [J].Marketing Science, 4(2):166-176.
Pinker E J., Seidmann A.,Vakrat Y. 2003. Managing online auctions current business and research issues[J]. Management Science,49(11):1457-1484.
Poirier C C., Bauer M J. 2000.E-supply chain: using the Internet to revolutionize your business. San Francisco: Berrett-Koehler.
Poirier C C., Reiter S. 1996.Supply chain optimization: Building the strongest total business network[M]. Berrett-Koehler Publisher, San Francisco,CA,106-108.
Porter M E. 2001.Strategy and the internet[J]. Harvard Business Review. 79 (3):63–78.
Porter R.1998.Managing the supply chain with Internet based collaboration [J].Logistics&SupplyChain Journal, 1(3).
Qiu L D ., Tao Z. 1998 .Policy on international R&D cooperation : subsidy or tax ? [J ] . European Economic Review , 42 (9) :1727-1750.
Raju J., Zhang Z J. 2005.Channel coordination in the presence of a dominant retailer[J].Marketing Science,24(2):254-262.
Rhee B.,Park S Y. 2000.Online stores as a new direct channel and emerging hybrid channel zystem[R].Working Paper, HKUST.
Rhee B. 2001. A hybrid channel system in competition with direct marketers[R]. Working Paper, HKUST.
Sahin F., Robinson E P. 2002. Flow coordination and information sharing in supply chains: review, implications, and directions for future research[J].Decision Sciences, 33(4):505-536.
Sankaranarayanan R. 2007. Innovation and the durable goods monopolist: The optimality of frequent new-version releases [J]. Marketing Science,26(6):774-791.
Schoenbachler D D.,Gordon G L.2002.Multi-channel shopping: understanding what drives channel choice[J].Journal of Consumer Marketing,19(1):42-53.
Scott C H.,Scott J E. 2004.On models for the operation of a class of electronic market places[J].Omega,32(4).373-383.
Seong Y Park., Hean Tat Keh. 2003. Modeling hybrid distribution channels:a game-theoretic analysis[J]. Journal of Retailing and Consumer Services,10:155-167.
Serifert R W.,Thonemann U W.,Hausman W H. 2004.Optimal procurement strategies for online spot markets.[J]European Journal of Operational Research,152(7):781-799.
Shipley D.,Egan C.1992.Power,conflict and co-operation in the Brewer-Tenant distribution channels[J].International Journal of Service Industry Management,3(4):44-62.
Simatupang T M., Sridharan R. 2002. The collaborative supply chain[J].International Journal of Logistics Management, 13(1):15-30.
Simatupang T M., Wright A C., Sridharan R. 2004. Applying the theory of constraints to supply chain collaboration [J].Supply Chain Management,9(1):57-70.
Smith M D., Bailey J., Brynjolfsson E.1999.Understanding Digital Markets[J]. Review and Assessment. Retrieved October 17, 2004.
Spekman R E., Kamauff J W., Myhr N. 1998. An empirical investigation into supply chain management: a perspective on partnerships[J].International Journal of Physical Distribution & Logistics Management, 3(2):52-67.
Spencer B.,Brander J .1983. International R&D rivalry and industrial strategy [J ] . Review of Economic Studies, 50 (3):707-722.
Spengler J J.1950.Vertical integration and anti-trust policy[J].Journal of Political Economy, 58(4):347-352.
Steinfield C., Bouwman H., Adelaar T. 2002. The Dynamics of Click-and-Mortar Electronic Commerce: Opportunities and Management Strategies International Journal of Electronic Commerce, 7(1), 93-119.
Stern L W., EI-Ansary A I., Coughlan A T. 2001.Marketing channels [M]. Prentice Hall, Upper Saddle River, New Jersey, 5th edition.
Stern L W., El-Ansary A I. 1988. Marketing Channels [M]. 3rd ed. Englewood Cliffs, New Jersey: Prentice Hall.
Stringer K. 2004.Style & substance: Shopper who blend store, catalog, and web spend more [N]. The Wall Street Journal, September 3.
Swaminathan J M., Tayur S R. 2003. Models for supply chains in e-business[J]. Management Science, 49(10): 1387-1406.
Taboubi S., Zaccour G. 2005.Coordination mechanisms in marketing channels: A survey of game theory models [M]. Pergamon Press,Inc.Tarrytown ,NY,USA,2005:32-34.
Tedeschi B.2000.Compressed data; big companies go slowly in devising net strategy [N/OL]. New York Times, Mar 27.
Trivedi M. 1998.Distribution channels: an extension of exclusive retailer ship [J]. Management Science,44(7):896–909.
Tsay A A., Agrawal N. 2000. Channel dynamics under price and service competition [J] .Manufacturing and Service Operations Management 2:372–91.
Tsay A A., Agrawal N. 2004. Channel conflict and coordination in the e-commerce age [J]. Production and Operations Management Society,13(1): 93-110.
Tsay A A.,Agrawal N. 2001.Manufacturer and reseller perspectives on channel conflict and coordination in multiple-channel distribution [R]. Working Paper, Santa Clara University. Tsay A., Agrawal N. 1999. Channel conflict and coordination: An investigation of supply chain design[R]. Working Paper, Santa Clara University.
Tsay A A. 1999. The quantity flexibility contract and supplier-customer incentives [J].Management Science, 45(4):1339-1358.
Urban G L. 2004.Digital marketing strategy [M] .Upper Saddle River,New Jersey: Pearson Education, Inc.
Wang C X., Benaroch M. 2004. Supply chain coordination in buyers centric B2B electronic markets [J]. Int. J. Production Economics,92:113-124.
Webb K L.1997.Understanding hybrid channel conflict conceptual model and four case studies[D].
The University of North Carolina, Chapel Hill. 6:25-35. Webb K L.2002. Managing channels of distribution in the age of electronic commerce[J].Industrial Marketing Management,31(2):95-102.
Webb K L., Hogan J E. 2002. Hybrid channel conflict: causes and effects on channel performance[J]. Journal of Business & Industrial Marketing, 17(5):338-356.
Whang S. 1995. Coordination in operations: a taxonomy [J].Journa of Operations Managment, 12(4):413-422.
Wigand R T. 1997.Electronic commerce: Definition,theory and context [J]. The Information Society, 13(1):pp 1-16.
Wise R., Morrison D. 2000. Beyond the exchange: The future of B2B [J]. Harvard Business Review, 78:86–96.
Wu D J., Kleindorfer P R. 2005.Competitive options,supply contracting and electronic markets [J]. Management Science,51(3):452-466.
Yao D Q., Liu J J.2005.Competitive pricing of mixed retail and e-tail distribution channels [J]. Omega ,33(3):235-247.
Yin R., Aviv Y., Pazgal A.2009.Optimal Markdown Pricing: Implicationsof inventory display formats in the presence of strategic customers [J]. Management Science 55(8):131-148.
Young E. 2001.Global Online Retailing: An Ernst&Young Special Report [R].New York.
Yrjola H. 2001. Physical distribution considerations for electronic grocery shopping[J]. International Journal of Physical Distribution & Logistics Management,31 (9):746–761.
Yue X H., Liu J. 2006. Demand forecast sharing in a dual-channel supply chain [J]. EuropeanJournal of Operational Research, 174(3): 646–667.
Zettelmeyer F. 2000. Expanding to the internet: pricing and communications strategies when firms compete on multiple channels [J].Journal of Marketing Research,37(3):292-308.