IDEAS home Printed from https://ideas.repec.org/a/gam/jsusta/v11y2018i1p8-d191940.html
   My bibliography  Save this article

A Sustainability Analysis on Retailer’s Sales Effort in A Closed-Loop Supply Chain

Author

Listed:
  • Dexiang Yang

    (College of Management Science, Chengdu University of Technology, Chengdu 610059, China)

  • Lei Zhang

    (School of Management and Economics, University of Electronic Science and Technology of China, Chengdu 611731, China
    Sichuan Province Cyclic Economy Research Center, Mianyang 621010, China)

  • Ying Wu

    (Management School, Chongqing University of Science and Technology, Chongqing 401331, China
    These authors contributed equally to this work.)

  • Sidai Guo

    (Sichuan Province Cyclic Economy Research Center, Mianyang 621010, China
    These authors contributed equally to this work.)

  • Hua Zhang

    (Sichuan Province Cyclic Economy Research Center, Mianyang 621010, China
    These authors contributed equally to this work.)

  • Lijian Xiao

    (School of Management and Economics, University of Electronic Science and Technology of China, Chengdu 611731, China)

Abstract

With the development of the Internet, many brand name manufacturers including Apple, Lenovo, and Canon offer remanufactured products through their official website. Confronting the competition from remanufactured products that are available from the manufactured-owned channel, more and more retailers have recognized that customer service level is one of the most important performance metrics and have aggressively attempted to obtain larger market shares by providing high levels of post-sale services. Although numerous researchers have studied various competitive strategies in remanufacturing, to the best of our knowledge, there is little research highlighting whether and how economic performance and sustainability issues related to remanufacturing operations are affected by the retailer’s service levels. In this paper, we fill this gap by developing two models for the closed-loop supply chain where all remanufactured products are available from the manufactured-owned channel, while the equilibrium behavior of the retailer can be characterized under two possible scenarios: (1) Confronting the cannibalization from direct channels where the retailer only responds on prices (i.e., Model P); or (2) on providing competitive prices and high service levels for new products (i.e., Model S). Our analysis suggests that, from managers’ perspective, if the manufacturers care more about economic benefits, encouraging the retailer to provide higher levels of post-sale services is a beneficial strategy. If they are more concerned with environmental performance, Model P is preferred. However, from the angle of environmental groups and agencies, if the level of eco-centrism is too pronounced, though Model S has a greater profitability for both parties, a more significant welfare loss due to environmental hazard is perceived by the society. As a result, besides avoiding indulging in overproducing on new products, environmental groups and agencies should take emissions trading or taxation into consideration to stimulate remanufacturing operations.

Suggested Citation

  • Dexiang Yang & Lei Zhang & Ying Wu & Sidai Guo & Hua Zhang & Lijian Xiao, 2018. "A Sustainability Analysis on Retailer’s Sales Effort in A Closed-Loop Supply Chain," Sustainability, MDPI, vol. 11(1), pages 1-20, December.
  • Handle: RePEc:gam:jsusta:v:11:y:2018:i:1:p:8-:d:191940
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2071-1050/11/1/8/pdf
    Download Restriction: no

    File URL: https://www.mdpi.com/2071-1050/11/1/8/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Zou, Zong-Bao & Wang, Jian-Jun & Deng, Gui-Shi & Chen, Haozhe, 2016. "Third-party remanufacturing mode selection: Outsourcing or authorization?," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 87(C), pages 1-19.
    2. Ravi Subramanian & Ramanath Subramanyam, 2012. "Key Factors in the Market for Remanufactured Products," Manufacturing & Service Operations Management, INFORMS, vol. 14(2), pages 315-326, April.
    3. Karray, Salma & Martín-Herrán, Guiomar & Sigué, Simon-Pierre, 2017. "Cooperative advertising for competing manufacturers: The impact of long-term promotional effects," International Journal of Production Economics, Elsevier, vol. 184(C), pages 21-32.
    4. Jena, Sarat Kumar & Sarmah, S.P., 2016. "Price and service co-opetiton under uncertain demand and condition of used items in a remanufacturing system," International Journal of Production Economics, Elsevier, vol. 173(C), pages 1-21.
    5. Yan, Wei & Xiong, Yu & Xiong, Zhongkai & Guo, Nian, 2015. "Bricks vs. clicks: Which is better for marketing remanufactured products?," European Journal of Operational Research, Elsevier, vol. 242(2), pages 434-444.
    6. Martín-Herrán, Guiomar & Sigué, Simon P., 2017. "An integrative framework of cooperative advertising: Should manufacturers continuously support retailer advertising?," Journal of Business Research, Elsevier, vol. 70(C), pages 67-73.
    7. Yenipazarli, Arda, 2016. "Managing new and remanufactured products to mitigate environmental damage under emissions regulation," European Journal of Operational Research, Elsevier, vol. 249(1), pages 117-130.
    8. Yan Liu & Yongsheng Cheng & Hong Chen & Sidai Guo & Yujia Lu, 2018. "Selling Remanufactured Products under One Roof or Two? A Sustainability Analysis on Channel Structures for New and Remanufactured Products," Sustainability, MDPI, vol. 10(7), pages 1-20, July.
    9. Fernando Bernstein & Awi Federgruen, 2004. "A General Equilibrium Model for Industries with Price and Service Competition," Operations Research, INFORMS, vol. 52(6), pages 868-886, December.
    10. Gérard P. Cachon, 2014. "Retail Store Density and the Cost of Greenhouse Gas Emissions," Management Science, INFORMS, vol. 60(8), pages 1907-1925, August.
    11. Gökçe Esenduran & Eda Kemahlıoğlu-Ziya & Jayashankar M. Swaminathan, 2017. "Impact of Take-Back Regulation on the Remanufacturing Industry," Production and Operations Management, Production and Operations Management Society, vol. 26(5), pages 924-944, May.
    12. Xiong, Yu & Yan, Wei & Fernandes, Kiran & Xiong, Zhong-Kai & Guo, Nian, 2012. "“Bricks vs. Clicks”: The impact of manufacturer encroachment with a dealer leasing and selling of durable goods," European Journal of Operational Research, Elsevier, vol. 217(1), pages 75-83.
    13. Debabrata Das & Pankaj Dutta, 2015. "Design and analysis of a closed-loop supply chain in presence of promotional offer," International Journal of Production Research, Taylor & Francis Journals, vol. 53(1), pages 141-165, January.
    14. Sreekumar R. Bhaskaran & Stephen M. Gilbert, 2009. "Implications of Channel Structure for Leasing or Selling Durable Goods," Marketing Science, INFORMS, vol. 28(5), pages 918-934, 09-10.
    15. Xiangshuo He & Jian Zhang, 2018. "Supplier Selection Study under the Respective of Low-Carbon Supply Chain: A Hybrid Evaluation Model Based on FA-DEA-AHP," Sustainability, MDPI, vol. 10(2), pages 1-17, February.
    16. Vishal V. Agrawal & Mark Ferguson & L. Beril Toktay & Valerie M. Thomas, 2012. "Is Leasing Greener Than Selling?," Management Science, INFORMS, vol. 58(3), pages 523-533, March.
    17. Karray, Salma, 2013. "Periodicity of pricing and marketing efforts in a distribution channel," European Journal of Operational Research, Elsevier, vol. 228(3), pages 635-647.
    18. Wang, Charles X. & Qian, Zhuang & Zhao, Yabing, 2018. "Impact of manufacturer and retailer's market pricing power on customer satisfaction incentives in supply chains," International Journal of Production Economics, Elsevier, vol. 205(C), pages 98-112.
    19. Wei Yan & Hengyu Li & Junwu Chai & Zhifeng Qian & Hong Chen, 2018. "Owning or Outsourcing? Strategic Choice on Take-Back Operations for Third-Party Remanufacturing," Sustainability, MDPI, vol. 10(1), pages 1-18, January.
    20. Sadok Turki & Stanislav Didukh & Christophe Sauvey & Nidhal Rezg, 2017. "Optimization and Analysis of a Manufacturing–Remanufacturing–Transport–Warehousing System within a Closed-Loop Supply Chain," Sustainability, MDPI, vol. 9(4), pages 1-20, April.
    21. Atalay Atasu & Miklos Sarvary & Luk N. Van Wassenhove, 2008. "Remanufacturing as a Marketing Strategy," Management Science, INFORMS, vol. 54(10), pages 1731-1746, October.
    22. Sadok Turki & Nidhal Rezg, 2018. "Impact of the Quality of Returned-Used Products on the Optimal Design of a Manufacturing/Remanufacturing System under Carbon Emissions Constraints," Sustainability, MDPI, vol. 10(9), pages 1-21, September.
    23. Olivier Rubel & Ashutosh Prasad, 2016. "Dynamic Incentives in Sales Force Compensation," Marketing Science, INFORMS, vol. 35(4), pages 676-689, July.
    24. Xing, Dahai & Liu, Tieming, 2012. "Sales effort free riding and coordination with price match and channel rebate," European Journal of Operational Research, Elsevier, vol. 219(2), pages 264-271.
    25. Xiao, Tiaojun & Yang, Danqin, 2008. "Price and service competition of supply chains with risk-averse retailers under demand uncertainty," International Journal of Production Economics, Elsevier, vol. 114(1), pages 187-200, July.
    26. Govindan, Kannan & Soleimani, Hamed & Kannan, Devika, 2015. "Reverse logistics and closed-loop supply chain: A comprehensive review to explore the future," European Journal of Operational Research, Elsevier, vol. 240(3), pages 603-626.
    27. Anil Arya & Brian Mittendorf & David E. M. Sappington, 2007. "The Bright Side of Supplier Encroachment," Marketing Science, INFORMS, vol. 26(5), pages 651-659, 09-10.
    28. R. Canan Savaskan & Shantanu Bhattacharya & Luk N. Van Wassenhove, 2004. "Closed-Loop Supply Chain Models with Product Remanufacturing," Management Science, INFORMS, vol. 50(2), pages 239-252, February.
    29. Maurice D. Levi & Barrie R. Nault, 2004. "Converting Technology to Mitigate Environmental Damage," Management Science, INFORMS, vol. 50(8), pages 1015-1030, August.
    30. Preyas S. Desai, 2000. "Multiple Messages to Retain Retailers: Signaling New Product Demand," Marketing Science, INFORMS, vol. 19(4), pages 381-389, August.
    31. Salma Karray & Georges Zaccour, 2007. "Effectiveness Of Coop Advertising Programs In Competitive Distribution Channels," International Game Theory Review (IGTR), World Scientific Publishing Co. Pte. Ltd., vol. 9(02), pages 151-167.
    32. Ze-Bin Wang & Yao-Yu Wang & Jian-Cai Wang, 2016. "Optimal distribution channel strategy for new and remanufactured products," Electronic Commerce Research, Springer, vol. 16(2), pages 269-295, June.
    33. De Giovanni, Pietro & Zaccour, Georges, 2014. "A two-period game of a closed-loop supply chain," European Journal of Operational Research, Elsevier, vol. 232(1), pages 22-40.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Deqing Ma & Jinsong Hu, 2020. "Research on Collaborative Management Strategies of Closed-Loop Supply Chain under the Influence of Big-Data Marketing and Reference Price Effect," Sustainability, MDPI, vol. 12(4), pages 1-23, February.
    2. Fang-Nan Liao & Xiao-Li Ji & Zhi-Ping Wang, 2019. "Firms’ Sustainability: Does Economic Policy Uncertainty Affect Internal Control?," Sustainability, MDPI, vol. 11(3), pages 1-26, February.
    3. Shuiwang Zhang & Jingcheng Ding & Qianlan Ding, 2023. "Retailer-Led Low-Carbon Supply Chain Coordination Considering Sales Effort," Sustainability, MDPI, vol. 15(13), pages 1-24, July.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ehsan Shekarian & Simme Douwe Flapper, 2021. "Analyzing the Structure of Closed-Loop Supply Chains: A Game Theory Perspective," Sustainability, MDPI, vol. 13(3), pages 1-32, January.
    2. Qiao, Haike & Su, Qin, 2021. "Distribution channel and licensing strategy choice considering consumer online reviews in a closed-loop supply chain," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 151(C).
    3. Yan Liu & Yongsheng Cheng & Hong Chen & Sidai Guo & Yujia Lu, 2018. "Selling Remanufactured Products under One Roof or Two? A Sustainability Analysis on Channel Structures for New and Remanufactured Products," Sustainability, MDPI, vol. 10(7), pages 1-20, July.
    4. Zongbao Zou & Cong Wang & Qinjia Zhong, 2022. "How Does Retailer-Oriented Remanufacturing Affect the OEM’s Quality Choice?," Sustainability, MDPI, vol. 14(13), pages 1-21, June.
    5. Jin, Minyue & Li, Gendao & Reimann, Marc, 2022. "Team of rivals: How should original equipment manufacturers cooperate with independent remanufacturers via authorisation?," European Journal of Operational Research, Elsevier, vol. 296(3), pages 837-845.
    6. Wei He & Lan Liang & Kai Wang, 2020. "Economic and Environmental Implications of Quality Choice under Remanufacturing Outsourcing," Sustainability, MDPI, vol. 12(3), pages 1-18, January.
    7. Wu, Xiaole & Zhou, Yu, 2019. "Buyer-specific versus uniform pricing in a closed-loop supply chain with third-party remanufacturing," European Journal of Operational Research, Elsevier, vol. 273(2), pages 548-560.
    8. Yunting Feng & Yong Geng & Ge Zhao & Mengya Li, 2022. "Carbon Emission Constraint Policy in an OEM and Outsourcing Remanufacturer Supply Chain with Consumer Preferences," IJERPH, MDPI, vol. 19(8), pages 1-16, April.
    9. Liu, Zhuojun & Chen, Jing & Diallo, Claver, 2018. "Optimal production and pricing strategies for a remanufacturing firm," International Journal of Production Economics, Elsevier, vol. 204(C), pages 290-315.
    10. Ma, Peng & Gong, Yeming & Mirchandani, Prakash, 2020. "Trade-in for remanufactured products: Pricing with double reference effects," International Journal of Production Economics, Elsevier, vol. 230(C).
    11. Lin Sun & Lingjiang Zhang & Youwei Li, 2018. "Sustainable Decisions on Product Upgrade Confrontations with Remanufacturing Operations," Sustainability, MDPI, vol. 10(11), pages 1-16, November.
    12. Wei Yan & Hengyu Li & Junwu Chai & Zhifeng Qian & Hong Chen, 2018. "Owning or Outsourcing? Strategic Choice on Take-Back Operations for Third-Party Remanufacturing," Sustainability, MDPI, vol. 10(1), pages 1-18, January.
    13. Wei Yan & Junwu Chai & Zhifeng Qian & Sang-Bing Tsai & Hong Chen & Yu Xiong, 2018. "Operational Decisions on Remanufacturing Outsourcing Involved with Corporate Environmental and Social Responsibility—A Sustainable Perspective," Sustainability, MDPI, vol. 10(4), pages 1-18, April.
    14. Kleber, Rainer & Quariguasi Frota Neto, João & Reimann, Marc, 2020. "Proprietary parts as a secondary market strategy," European Journal of Operational Research, Elsevier, vol. 283(3), pages 929-941.
    15. Ramani, Vinay & De Giovanni, Pietro, 2017. "A two-period model of product cannibalization in an atypical Closed-loop Supply Chain with endogenous returns: The case of DellReconnect," European Journal of Operational Research, Elsevier, vol. 262(3), pages 1009-1027.
    16. He, Qidong & Wang, Nengmin & Browning, Tyson R. & Jiang, Bin, 2022. "Competitive collection with convenience-perceived customers," European Journal of Operational Research, Elsevier, vol. 303(1), pages 239-254.
    17. Jiafu Su & Chi Li & Qingjun Zeng & Jiaquan Yang & Jie Zhang, 2019. "A Green Closed-Loop Supply Chain Coordination Mechanism Based on Third-Party Recycling," Sustainability, MDPI, vol. 11(19), pages 1-14, September.
    18. Maiti, T. & Giri, B.C., 2017. "Two-way product recovery in a closed-loop supply chain with variable markup under price and quality dependent demand," International Journal of Production Economics, Elsevier, vol. 183(PA), pages 259-272.
    19. Tianqin Shi & Dilip Chhajed & Zhixi Wan & Yunchuan Liu, 2020. "Distribution Channel Choice and Divisional Conflict in Remanufacturing Operations," Production and Operations Management, Production and Operations Management Society, vol. 29(7), pages 1702-1719, July.
    20. Cheng-Han Wu, 2021. "Production-quality policy for a make-from-stock remanufacturing system," Flexible Services and Manufacturing Journal, Springer, vol. 33(2), pages 425-456, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:gam:jsusta:v:11:y:2018:i:1:p:8-:d:191940. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.