In this paper, we examine the impact of inventory risk allocation on the sales effort decisions when a firm sells products directly to consumers through independent agents. Building upon a game-theoretic model of a seasonal product whose demand is uncertain, we compare the optimal sales effort,...

In many industries, consumers who purchase services pay a fixed upfront fee for access, and then consume that service over a period of time. In this paper, we examine the implications of this temporal separation of purchase and consumption on a user's consumption choices, and on the firm's...