IDEAS home Printed from https://ideas.repec.org/a/inm/ormnsc/v57y2011i2p332-346.html
   My bibliography  Save this article

Channel Stuffing with Short-Term Interest in Market Value

Author

Listed:
  • Guoming Lai

    (McCombs School of Business, University of Texas at Austin, Austin, Texas 78712)

  • Laurens Debo

    (Chicago Booth School of Business, University of Chicago, Chicago, Illinois 60637)

  • Lin Nan

    (Tepper School of Business, Carnegie Mellon University, Pittsburgh, Pennsylvania 15213)

Abstract

We study how a manager's short-term interest in the firm's market value may motivate channel stuffing: shipping excess inventory to the downstream channel. Channel stuffing allows a manager to report sales in excess of demand in order to influence investors' valuation of the firm. We apply an inventory model that highlights the potential role of inventory in the manager's channel stuffing and the investors' valuation strategies. Sales in our model are constrained by available inventory. Our model yields a semiseparating and semipooling equilibrium contingent on the initial inventory level: When the demand is lower than a threshold that depends on and is below the initial inventory level, the manager pads sales by a part of the excess inventory and releases the inflated sales report. The investors "correct" the reported sales and are able to infer perfectly the firm's value. When the demand reaches or exceeds this threshold, the manager pads any excess inventory to the sales and reports the initial inventory is sold out, which censors large demand realizations. Then the investors only infer the real demand is no less than the threshold and value the firm accordingly by expectation. Channel stuffing can influence the inventory decision, too. We find both over- and underinvestment in the initial inventory can arise in our model. We discuss empirical and managerial implications of our findings. This paper was accepted by Paul H. Zipkin, operations and supply chain management.

Suggested Citation

  • Guoming Lai & Laurens Debo & Lin Nan, 2011. "Channel Stuffing with Short-Term Interest in Market Value," Management Science, INFORMS, vol. 57(2), pages 332-346, February.
    • Handle: RePEc:inm:ormnsc:v:57:y:2011:i:2:p:332-346
    DOI: 10.1287/mnsc.1100.1275
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/mnsc.1100.1275
    Download Restriction: no
    File URL: https://libkey.io/10.1287/mnsc.1100.1275?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. John E. Core & Wayne R. Guay & David F. Larcker, 2003. "Executive equity compensation and incentives: a survey," Economic Policy Review, Federal Reserve Bank of New York, vol. 9(Apr), pages 27-50.
    2. Paul Oyer, 1998. "Fiscal Year Ends and Nonlinear Incentive Contracts: The Effect on Business Seasonality," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 113(1), pages 149-185.
    3. Graham, John R. & Harvey, Campbell R. & Rajgopal, Shiva, 2005. "The economic implications of corporate financial reporting," Journal of Accounting and Economics, Elsevier, vol. 40(1-3), pages 3-73, December.
    4. Kevin B. Hendricks & Vinod R. Singhal, 2001. "The Long-Run Stock Price Performance of Firms with Effective TQM Programs," Management Science, INFORMS, vol. 47(3), pages 359-368, March.
    5. Jeremy C. Stein, 1989. "Efficient Capital Markets, Inefficient Firms: A Model of Myopic Corporate Behavior," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 104(4), pages 655-669.
    6. Fangruo Chen, 2000. "Sales-Force Incentives and Inventory Management," Manufacturing & Service Operations Management, INFORMS, vol. 2(2), pages 186-202, February.
    7. Vishal Gaur & Marshall L. Fisher & Ananth Raman, 2005. "An Econometric Analysis of Inventory Turnover Performance in Retail Services," Management Science, INFORMS, vol. 51(2), pages 181-194, February.
    8. Anantaram Balakrishnan & Michael S. Pangburn & Euthemia Stavrulaki, 2004. ""Stack Them High, Let 'em Fly": Lot-Sizing Policies When Inventories Stimulate Demand," Management Science, INFORMS, vol. 50(5), pages 630-644, May.
    9. Wang, Yulan & Zipkin, Paul, 2009. "Agents' incentives under buy-back contracts in a two-stage supply chain," International Journal of Production Economics, Elsevier, vol. 120(2), pages 525-539, August.
    10. Fangruo Chen, 2005. "Salesforce Incentives, Market Information, and Production/Inventory Planning," Management Science, INFORMS, vol. 51(1), pages 60-75, January.
    11. Roychowdhury, Sugata, 2006. "Earnings management through real activities manipulation," Journal of Accounting and Economics, Elsevier, vol. 42(3), pages 335-370, December.
    12. Kevin B. Hendricks & Vinod R. Singhal, 2009. "Demand-Supply Mismatches and Stock Market Reaction: Evidence from Excess Inventory Announcements," Manufacturing & Service Operations Management, INFORMS, vol. 11(3), pages 509-524, September.
    13. Hong Chen & Murray Z. Frank & Owen Q. Wu, 2005. "What Actually Happened to the Inventories of American Companies Between 1981 and 2000?," Management Science, INFORMS, vol. 51(7), pages 1015-1031, July.
    14. Kevin B. Hendricks & Vinod R. Singhal, 1997. "Delays in New Product Introductions and the Market Value of the Firm: The Consequences of Being Late to the Market," Management Science, INFORMS, vol. 43(4), pages 422-436, April.
    15. Laurens G. Debo & L. Beril Toktay & Luk N. Van Wassenhove, 2008. "Queuing for Expert Services," Management Science, INFORMS, vol. 54(8), pages 1497-1512, August.
    16. Pierre Jinghong Liang & Xiaoyan Wen, 2007. "Accounting Measurement Basis, Market Mispricing, and Firm Investment Efficiency," Journal of Accounting Research, Wiley Blackwell, vol. 45(1), pages 155-197, March.
    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. Chii-Shyan Kuo & Jia-Jye Yu & Feng-Chen Chang, 2022. "Revenue recognition and channel stuffing in the Taiwanese semiconductor industry," International Journal of Disclosure and Governance, Palgrave Macmillan, vol. 19(3), pages 352-361, September.
    2. Guoming Lai & Wenqiang Xiao, 2018. "Inventory Decisions and Signals of Demand Uncertainty to Investors," Manufacturing & Service Operations Management, INFORMS, vol. 20(1), pages 113-129, February.
    3. Christopher S. Tang & S. Alex Yang & Jing Wu, 2018. "Sourcing from Suppliers with Financial Constraints and Performance Risk," Manufacturing & Service Operations Management, INFORMS, vol. 20(1), pages 70-84, February.
    4. Qi Wu & Guoming Lai, 2022. "The Effects of Stock-Based Incentives on Inventory Management," Management Science, INFORMS, vol. 68(7), pages 5068-5086, July.
    5. William Schmidt & Ryan W. Buell, 2017. "Experimental Evidence of Pooling Outcomes Under Information Asymmetry," Management Science, INFORMS, vol. 63(5), pages 1586-1605, May.
    6. S. Alex Yang & Nitin Bakshi & Christopher J. Chen, 2021. "Trade Credit Insurance: Operational Value and Contract Choice," Management Science, INFORMS, vol. 67(2), pages 875-891, February.
    7. So Yeon Chun & Dan A. Iancu & Nikolaos Trichakis, 2020. "Loyalty Program Liabilities and Point Values," Manufacturing & Service Operations Management, INFORMS, vol. 22(2), pages 257-272, March.
    8. Guoming Lai & Wenqiang Xiao & Jun Yang, 2012. "Supply Chain Performance Under Market Valuation: An Operational Approach to Restore Efficiency," Management Science, INFORMS, vol. 58(10), pages 1933-1951, October.

    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. Qi Wu & Guoming Lai, 2022. "The Effects of Stock-Based Incentives on Inventory Management," Management Science, INFORMS, vol. 68(7), pages 5068-5086, July.
    2. Yang, Jun & Lu, Wei & Zhou, Chunhui, 2014. "The immediate impact of purchasing/sales contract announcements on the market value of firms: An empirical study in China," International Journal of Production Economics, Elsevier, vol. 156(C), pages 169-179.
    3. Craig J. Chapman & Thomas J. Steenburgh, 2011. "An Investigation of Earnings Management Through Marketing Actions," Management Science, INFORMS, vol. 57(1), pages 72-92, January.
    4. Bendig, David & Brettel, Malte & Downar, Benedikt, 2018. "Inventory component volatility and its relation to returns," International Journal of Production Economics, Elsevier, vol. 200(C), pages 37-49.
    5. Saravanan Kesavan & Vishal Gaur & Ananth Raman, 2010. "Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?," Management Science, INFORMS, vol. 56(9), pages 1519-1533, September.
    6. Guoming Lai & Wenqiang Xiao, 2018. "Inventory Decisions and Signals of Demand Uncertainty to Investors," Manufacturing & Service Operations Management, INFORMS, vol. 20(1), pages 113-129, February.
    7. Guoming Lai & Wenqiang Xiao & Jun Yang, 2012. "Supply Chain Performance Under Market Valuation: An Operational Approach to Restore Efficiency," Management Science, INFORMS, vol. 58(10), pages 1933-1951, October.
    8. Nitish Jain & Karan Girotra & Serguei Netessine, 2014. "Managing Global Sourcing: Inventory Performance," Management Science, INFORMS, vol. 60(5), pages 1202-1222, May.
    9. Ciaran Driver & Maria João Coelho Guedes, 2017. "R&D and CEO departure date: do financial incentives make CEOs more opportunistic?," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 26(5), pages 801-820.
    10. Kroes, James R. & Manikas, Andrew S. & Gattiker, Thomas F., 2018. "Operational leanness and retail firm performance since 1980," International Journal of Production Economics, Elsevier, vol. 197(C), pages 262-274.
    11. Yu, Zeng, 2024. "Essays on incentive contract and corporate finance," Other publications TiSEM 6f66f49e-d710-44f6-943d-9, Tilburg University, School of Economics and Management.
    12. Arslan-Ayaydin, Özgür & Bishara, Norman & Thewissen, James & Torsin, Wouter, 2020. "Managerial career concerns and the content of corporate disclosures: An analysis of the tone of earnings press releases," International Review of Financial Analysis, Elsevier, vol. 72(C).
    13. Harris, Oneil & Karl, J. Bradley & Lawrence, Ericka, 2019. "CEO compensation and earnings management: Does gender really matters?," Journal of Business Research, Elsevier, vol. 98(C), pages 1-14.
    14. Chen, Tai-Yuan & Zhang, Guochang & Zhou, Yi, 2018. "Enforceability of non-compete covenants, discretionary investments, and financial reporting practices: Evidence from a natural experiment," Journal of Accounting and Economics, Elsevier, vol. 65(1), pages 41-60.
    15. Martin Nienhaus, 2022. "Executive equity incentives and opportunistic manager behavior: new evidence from a quasi-natural experiment," Review of Accounting Studies, Springer, vol. 27(4), pages 1276-1318, December.
    16. Viral V. Acharya & Bart M. Lambrecht, 2015. "A Theory of Income Smoothing When Insiders Know More Than Outsiders," The Review of Financial Studies, Society for Financial Studies, vol. 28(9), pages 2534-2574.
    17. Phillip J. Quinn, 2018. "Shifting corporate culture: executive stock ownership plan adoptions and incentives to meet or just beat analysts’ expectations," Review of Accounting Studies, Springer, vol. 23(2), pages 654-685, June.
    18. Zhichao Zhang & Fangjun Wang, 2023. "Managerial short‐termism and financial statement comparability," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 63(5), pages 5027-5067, December.
    19. Chen, Yangyang & Rhee, S. Ghon & Veeraraghavan, Madhu & Zolotoy, Leon, 2015. "Stock liquidity and managerial short-termism," Journal of Banking & Finance, Elsevier, vol. 60(C), pages 44-59.
    20. Acharya, Viral & Xu, Zhaoxia, 2017. "Financial dependence and innovation: The case of public versus private firms," Journal of Financial Economics, Elsevier, vol. 124(2), pages 223-243.

    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:inm:ormnsc:v:57:y:2011:i:2:p:332-346. 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: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

    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.