The effects of win-win conditions on revenue-sharing contracts

This paper studies revenue-sharing contracts in distribution chains in the presence of win-win conditions. Revenue-sharing contracts are a mechanism to coordinate the firms in a distribution chain. Under these contracts the retailer shares its revenue with the supplier in exchange for a lower wholesale price. The win-win conditions are natural conditions requiring that the profit of any firm may not decrease after implementing the revenue-sharing contract. If these conditions are not met, that is, if at least one firm is confronted with decreased profits, the firms will not agree upon signing the contract and the revenue-sharing contract will not be implemented. We show that the win-win conditions result in a smaller range of contracts being offered by the supplier. More important, in case of multiple competing retailers there may be no revenue-sharing contract satisfying these conditions. Hence, in the presence of win-win conditions revenue-sharing contracts are not suitable for distribution chains with a supplier and multiple competing retailers. For these chains we present a simple alternative coordination mechanism that coordinates the chain and satisfies all win-win conditions.