Integrating distribution strategy and tactics: A model and an application

Integrating distribution strategy and tactics: A model and an application

0.00 Avg rating0 Votes
Article ID: iaor19921273
Country: United States
Volume: 37
Issue: 11
Start Page Number: 1377
End Page Number: 1389
Publication Date: Nov 1991
Journal: Management Science
Authors: ,
Keywords: distribution
Abstract:

Designing distribution systems requires two decisions, one strategic (i.e., the number of levels between the producer and the customer) and the other tactical (i.e., channel management policies such as trade discounts and rebates). While the modeling literature focuses on one or the other, evidence from the field indicates that the two decisions are in fact interactive. This paper develops and then applies an integrated model that solves the strategic issue of channel levels and the tactical issue of price rebates simultaneously.

Reviews

Required fields are marked *. Your email address will not be published.