When Gray Markets Have Silver Linings: All-Unit Discounts, Gray Markets, and Channel Management

Published Online:https://doi.org/10.1287/msom.1120.0416

References

  • Ahmadi R, Yang BR. Parallel imports: Challenges from unauthorized distribution channels. Marketing Sci. (2000) 19(3):279–294LinkGoogle Scholar
  • Altug MS, van Ryzin G. Supply chain efficiency and contracting in the presence of gray market. (2009) . Working paper, Columbia University, New YorkGoogle Scholar
  • Antia KD, Bergen M, Dutta S. Competing with gray markets. Sloan Manage. Rev. (2004) 46(1):63–69Google Scholar
  • Arcelus FJ, Rowcroft JE. All-units quantity-freight discounts with disposals. Eur. J. Oper. Res. (1992) 57(1):77–88CrossrefGoogle Scholar
  • Banerji S. A theory of gray markets: The case of the personal computer industry. (1990) . Ph.D. thesis, Northwestern University, Evanston, ILGoogle Scholar
  • Benton WC, Park S. A classification of literature on determining the lot size under quantity discounts. Eur. J. Oper. Res. (1996) 92(2):219–238CrossrefGoogle Scholar
  • Bergen M, Heide JB, Dutta S. Managing gray markets through tolerance of violations: A transaction cost perspective. Managerial and Decision Econom. (1998) 19(3):157–165CrossrefGoogle Scholar
  • Cespedes FV, Corey ER, Rangan VK. Gray markets: Causes and cures. Harvard Bus. Rev. (1988) 66(4):75–82Google Scholar
  • Cho SH, Fang X, Tayur SR. Combating strategic counterfeiters in licit and illicit supply chains. (2011) . Working paper, Tepper School of Business, Carnegie Mellon University, PittsburghCrossrefGoogle Scholar
  • Coughlan AT, Anderson E, Stern LW, Ansary AI. Marketing channels (2001) (Prentice Hall, Upper Saddle River, NJ) Google Scholar
  • Dasu S, Ahmadi R, Carr SM. Gray markets, a product of demand uncertainty and excess inventory. Production Oper. Management (2012) 21(6):1102–1113CrossrefGoogle Scholar
  • Duhan DF, Sheffet MJ. Gray markets and the legal status of parallel importation. J. Marketing (1988) 52(3):75–83CrossrefGoogle Scholar
  • Dutta S, Bergen M, John G. The governance of exclusive territories when dealers can bootleg. Marketing Sci. (1994) 13(1):83–99LinkGoogle Scholar
  • Eban K. Dangerous doses (2005) (Houghton Mifflin Harcourt, Boston) Google Scholar
  • Gilroy A. Unauthorized Internet sales still plague 12v. TWICE (2004) 19(26):86Google Scholar
  • Grossman GM, Shapiro C. Counterfeit-product trade. Amer. Econom. Rev. (1988) 78(1):59–75Google Scholar
  • Howell RD, Britney RR, Kuzdrall PJ, Wilcox JB. Unauthorized channels of distribution: Gray markets. Indust. Marketing Management (1986) 15(4):257–263CrossrefGoogle Scholar
  • Jorgenson B. Fade to gray. Electronic Bus. (1999) 29(5):16–17Google Scholar
  • KPMG Effective channel management is critical in combating the gray market and increasing technology companies' bottom line. (2008) . White paper, KPMG, Belgium. Accessed November 1, 2012, http://www.kpmg.com/be/en/issuesandinsights/articlespublications/pages/effective-channel-management-gray-market.aspxGoogle Scholar
  • Lal R, Staelin R. An approach for developing an optimal discount pricing policy. Management Sci. (1984) 30(12):1524–1539LinkGoogle Scholar
  • Lowe LS, McCrohan K. Gray markets in the United States. J. Consumer Marketing (1988) 5(1):45–51CrossrefGoogle Scholar
  • Munson CL, Rosenblatt MJ. Theories and realities of quantity discounts: An exploratory study. Production Oper. Management (1998) 7(4):352–369CrossrefGoogle Scholar
  • Ramirez A. Blue vs. gray: IBM tries to stop the discounters. Fortune (1985) May 27):82Google Scholar
  • Sethi SP. A quantity discount lot size model with disposals. Int. J. Prod. Res. (1984) 22(1):31–39CrossrefGoogle Scholar
  • Su X, Zhang F. Strategic customer behavior, commitment, and supply chain performance. Management Sci. (2008) 54(10):1759–1773LinkGoogle Scholar
  • Wilcox JB, Howell RD, Kuzdrall P, Britney R. Price quantity discounts: Some implications for buyers and sellers. J. Marketing (1987) 51(3):60–70CrossrefGoogle Scholar
  • Xia N, Bassok Y. Rebate mechanism as an effective tool to prevent the gray markets. (2005) . Working paper, University of Southern California, Los Angeles, Los AngelesGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.