Sharing Aggregate Inventory Information with Customers: Strategic Cross-Selling and Shortage Reduction

References

• Allon G, Bassamboo A (2011) Buying from the babbling retailer? The impact of available information on customer behavior. Management Sci. 57(4):713–726.Link, Google Scholar
• Anand KS, Goyal M (2009) Strategic information management under leakage in a supply chain. Management Sci. 55(3):438–452.Link, Google Scholar
• Arya A, Frimor H, Mittendorf B (2010) Discretionary disclosure of proprietary information in a multisegment firm. Management Sci. 56(4):645–658.Link, Google Scholar
• Aydinliyim T, Pangburn MS, Rabinovich E (2016) Inventory disclosure in online retailing. Working paper, City University of New York (CUNY), New York.Google Scholar
• Balachander S, Farquhar PH (1994) Gaining more by stocking less: A competitive analysis of product availability. Marketing Sci. 13(1):3–22.Link, Google Scholar
• Brynjolfsson E, Hu Y, Simester D (2011) Goodbye Pareto principle, hello long tail: The effect of search costs on the concentration of product sales. Management Sci. 57(8):1373–1386.Link, Google Scholar
• Cachon GP (2003) Supply chain coordination with contracts. de Kok AG, Graves S, eds. Supply Chain Management: Design, Coordination and Operations, Handbooks in Operations Research and Management Science, Vol. 11 (Elsevier, Amsterdam), 229–340.Crossref, Google Scholar
• Cachon GP, Lariviere MA (2001) Contracting to assure supply: How to share demand forecasts in a supply chain. Management Sci. 47(5):629–646.Link, Google Scholar
• Cachon GP, Terwiesch C, Xu Y (2008) On the effects of consumer search and firm entry on multiproduct competition. Marketing Sci. 27(3):461–473.Link, Google Scholar
• Chen F (2003) Information sharing and supply chain coordination. de Kok AG, Graves S, eds. Supply Chain Management: Design, Coordination and Operations, Handbooks in Operations Research and Management Science, Vol. 11 (Elsevier, Amsterdam),341–422.Crossref, Google Scholar
• Chen K-Y, Kaya M, Özer Ö (2008) Dual sales channel management with service competition. Manufacturing Service Oper. Management 10(4):654–675.Link, Google Scholar
• Chu LY, Shamir N, Shin H (2017) Strategic communication for capacity alignment with pricing in a supply chain. Management Sci. 63(12):4366–4388.Link, Google Scholar
• Cohen MA, Ho TH, Ren ZJ, Terwiesch C (2003) Measuring imputed cost in the semiconductor equipment supply chain. Management Sci. 49(12):1653–1670.Link, Google Scholar
• Dana JDJ (1998) Advance-purchase discounts and price discrimination in competitive markets. J. Political Econom. 106(2):395–422.Crossref, Google Scholar
• Debo L, van Ryzin GJ (2009) Creating sales with stock-outs. Working paper, University of Chicago Booth School of Business, Chicago.Crossref, Google Scholar
• Dye RA (1985) Disclosure of nonpropriety information. J. Accounting Res. 23(1):123–145.Crossref, Google Scholar
• Fay S (2008) Selling an opaque product through an intermediary: A case of disguising one’s product. J. Retailing 84(1):59–75.Crossref, Google Scholar
• Fay S, Xie J (2008) Probabilistic goods: A creative way of selling products and services. Marketing Sci. 27(4):674–690.Link, Google Scholar
• Gallego G, Phillips R (2004) Revenue management of flexible products. Manufacturing Service Oper. Management 6(4):321–337.Link, Google Scholar
• Gallego G, Phillips R, Şahin O (2008) Strategic management of distressed inventory. Production Oper. Management 17(4):402–415.Crossref, Google Scholar
• Gallino S, Moreno A (2014) Integration of online and offline channels in retail: The impact of sharing reliable inventory availability information. Management Sci. 60(6):1434–1451.Link, Google Scholar
• Gal-Or E (1985) Information sharing in oligopoly. Econometrica 53(2):329–343.Crossref, Google Scholar
• Gal-Or E (1986) Information transmission—Cournot and Bertrand equilibria. Rev. Econom. Stud. 53(1):85–92.Crossref, Google Scholar
• Grossman SJ, Hart OD (1980) Disclosure laws and takeover bids. J. Finance 35(2):323–334.Crossref, Google Scholar
• Ha AY, Tang C (2016) Handbook of Information Exchange in Supply Chain Management, (Springer International Publishing, Cham, Switzerland).Google Scholar
• Ha AY, Tong S (2008) Contracting and information sharing under supply chain competition. Management Sci. 54(4):701–715.Link, Google Scholar
• Ha AY, Tong S, Zhang H (2011) Sharing demand information in competing supply chains with production diseconomies. Management Sci. 57(3):566–581.Link, Google Scholar
• Hann IH, Terwiesch C (2003) Measuring the frictional costs of online transactions: The case of a name-your-own-price channel. Management Sci. 49(11):1563–1579.Link, Google Scholar
• Hong H, Shum M (2006) Using price distributions to estimate search costs. RAND J. Econom. 37(2):257–275.Crossref, Google Scholar
• Jerath K, Netessine S, Veeraraghavan SK (2009) Selling to strategic customers: Opaque selling strategies. Consumer-Driven Demand and Operations Management Models (Springer, New York), 253–300.Crossref, Google Scholar
• Jerath K, Netessine S, Veeraraghavan SK (2010) Revenue management with strategic customers: Last minute selling and opaque selling. Management Sci. 56(3):430–448.Link, Google Scholar
• Kong G, Rajagopalan S, Zhang H (2013) Revenue sharing and information leakage in a supply chain. Management Sci. 59(3):556–572.Link, Google Scholar
• Li L (1985) Cournot oligopoly with information sharing. RAND J. Econom. 16(4):521–536.Crossref, Google Scholar
• Li L (2002) Information sharing in a supply chain with horizontal competition. Management Sci. 48(9):1196–1212.Link, Google Scholar
• Li L, Zhang H (2008) Confidentiality and information sharing in supply chain coordination. Management Sci. 54(8):1467–1481.Link, Google Scholar
• Liu Q, van Ryzin GJ (2008) Strategic capacity rationing to induce early purchases. Management Sci. 54(6):1115–1131.Link, Google Scholar
• Moon K, Bimpikis K, Mendelson H (2015) Randomized markdowns and online monitoring. Working paper, Graduate School of Business, Stanford University, Stanford, CA.Crossref, Google Scholar
• Özer Ö, Wei W (2006) Strategic commitments for an optimal capacity decision under asymmetric forecast information. Management Sci. 52(8):1238–1257.Link, Google Scholar
• Özer Ö, Zheng Y (2016a) Establishing trust and trustworthiness for supply chain information sharing. Ha AY, Tang C, eds. Handbook of Information Exchange in Supply Chain Management (Springer International Publishing, Cham, Switzerland), 287–311.Google Scholar
• Özer Ö, Zheng Y (2016b) Markdown or everyday low price? The role of behavioral motives. Management Sci. 62(2):326–346.Link, Google Scholar
• Özer Ö, Zheng Y, Chen K (2011) Trust in forecast information sharing. Management Sci. 57(6):1111–1137.Link, Google Scholar
• Özer Ö, Zheng Y, Ren Y (2014) Trust, trustworthiness, and information sharing in supply chains bridging China and the United States. Management Sci. 60(10):2435–2460.Link, Google Scholar
• Parlaktürk AK (2012) The value of product variety when selling to strategic consumers. Manufacturing Service Oper. Management 14(3):371–385.Link, Google Scholar
• Porteus EL, Shin H, Tunca TI (2010) Feasting on leftovers: Strategic use of shortages in price competition among differentiated products. Manufacturing Service Oper. Management 12(1):140–161.Link, Google Scholar
• Shapiro C (1986) Exchange of cost information in oligopoly. Rev. Econom. Stud. 53(3):433–446.Crossref, Google Scholar
• Shapiro DA, Shi X (2008) The role of opaque travel agencies. J. Econom. Management Strategy 17(4):803–837.Crossref, Google Scholar
• Su X, Zhang F (2009) On the value of commitment and availability guarantees when selling to strategic consumers. Management Sci. 55(5):713–726.Link, Google Scholar
• Talluri KT, van Ryzin GJ (2006) The Theory and Practice of Revenue Management, Vol. 68 (Springer, New York).Google Scholar
• Terwiesch C, Ren ZJ, Ho TH, Cohen MA (2005) An empirical analysis of forecast sharing in the semiconductor equipment supply chain. Management Sci. 51(2):208–220.Link, Google Scholar
• Ton Z, Raman A (2010) The effect of product variety and inventory levels on retail store sales: A longitudinal study. Production Oper. Management 19(5):546–560.Crossref, Google Scholar
• Van Mieghem JA (2011) iPad2: Product rationing and allocation schemes. The Operations Room (blog) (April 20), https://operationsroom.wordpress.com/2011/04/20/ipad2-product-rationing-and-allocation-schemes/.Google Scholar
• Yin R, Aviv Y, Pazgal A, Tang CS (2009) Optimal markdown pricing: Implications of inventory display formats in the presence of strategic customers. Management Sci. 55(8):1391–1408.Link, Google Scholar
• Zhang H (2002) Vertical information exchange in a supply chain with duopoly retailers. Production Oper. Management 11(4):531–546.Crossref, Google Scholar
• Zhang H, Nagarajan M, Sošic G (2010) Dynamic supplier contracts under asymmetric inventory information. Oper. Res. 58(5):1380–1397.Link, Google Scholar