Dual Diffusion: Analysis and Implications for Sales Force Management
نویسندگان
چکیده
منابع مشابه
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15 صفحه اولDual Sales Channel Management with Service Competition
W study a manufacturer’s problem of managing his direct online sales channel together with an independently owned bricks-and-mortar retail channel, when the channels compete in service. We incorporate a detailed consumer channel choice model in which the demand faced in each channel depends on the service levels of both channels as well as the consumers’ valuation of the product and shopping ex...
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متن کاملAddendum to: “Dual Sales Channel Management with Service Competition”
The analysis in Chen, Kaya and Özer (2006) (henceforth, “the paper”) assumes that the manufacturer already has dual sales channels: a direct online channel, and an independent bricks-and-mortar retail channel. In this section, we study two single channel scenarios, and compare their results with the dual channel scenario results of the paper. First, we consider a manufacturer who sells only thr...
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ژورنال
عنوان ژورنال: Journal of Marketing Theory and Practice
سال: 1994
ISSN: 1069-6679,1944-7175
DOI: 10.1080/10696679.1994.11501655