This paper studies a firm's time-to-market decision and subsequent sales channel, pricing and production decisions under three main sources of uncertainty: possibility of qualifying for lucrative sales channels, competitors' time-to-market behavior and price-sensitive uncertain demand. In...

In many markets, a handset vendor and a service provider may enter into a tie-in for a handset to be available exclusively through the service provider. We examine when and why a service provider and a handset vendor may find this arrangement mutually profitable. We find that an exclusive...

In many markets, a handset vendor and a service provider may enter into a tie-up for a handset to be available exclusively through the service provider. We examine when and why a service provider and a handset vendor may find this arrangement mutually profitable. We find that an exclusive tie-up...

Manufacturers and retailers often acquire market information to help guide their marketing activities. Yet this strategy has yielded mixed results. In this paper, we examine how the outcome of acquiring information is affected by the strategic interaction between channel members. We obtain...

The frequently studied conventional distribution channel has largely overlooked the role of the retail buyer who is employed by the retailer to procure products from the manufacturer. In many economies and industries, the presence of the buyer opens the door for the manufacturer to distort...