Many product markets today are characterized by the existence of a retailer (e.g., Home Depot, Toys R Us) that serves as gatekeeper of new product introductions. Recently, virtually all such retailers have established online stores to expand their shelf spaces as well as their customer bases. In...

In channel structures characterized by a powerful retailer (e.g., Wal-Mart, Home Depot), the dominant retailer's acceptance of a manufacturer's new product often determines the success of the new offering. Focusing on a manufacturer in such a market, we develop an approach to positioning and...