Analysis of channel of sales promotion under consignment contract with revenue sharing

Author

Wang, Sujuan

Author_Institution

Sch. of Manage., Shanghai Univ., Shanghai, China

Volume

1

fYear

2010

fDate

9-10 Jan. 2010

Firstpage

6

Lastpage

10

Abstract

The manufacturer sells the product through a retailer with the consignment sales scheme in international trade, meanwhile many demand enhancing promotion, eg, after sales services, advertisement etc. can be provided either by the manufacturer or by the retailer. We study the preferences of the supply chain members to invest on the sales promotion when the trade scheme is the consignment sales. We find (1) the manufacturer always prefer providing the sales promotion, (2) but, there exists a threshold level of the percentage allocation of revenue in model IC, the retailer wishes the manufacturer´ sales promotion if the level of the percentage allocation of revenue is more than the threshold, otherwise wishes to invest on the sales promotion by herself.

Keywords

contracts; international trade; promotion (marketing); sales management; supply chain management; consignment contract; consignment sales scheme; international trade; revenue sharing; sales promotion; Additives; Contracts; Electronic mail; Integrated circuit modeling; International trade; Marketing and sales; Promotion - marketing; Supply chain management; Supply chains; Virtual manufacturing; Channel Management; Consignment Sales; Sales Promotion; Supply Chain;

fLanguage

English

Publisher

ieee

Conference_Titel

Logistics Systems and Intelligent Management, 2010 International Conference on

Conference_Location

Harbin

Print_ISBN

978-1-4244-7331-1

Type

conf

DOI

10.1109/ICLSIM.2010.5461481

Filename

5461481