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Impacts of revenue sharing, profit sharing and transfer pricing on quality-improving investments

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  • Anne Chwolka
  • Dirk Simons

Abstract

We compare revenue sharing with different profit-sharing rules and constant transfer prices in a buyer-seller setting, in which the incompleteness of contracts causes decentralization costs. Our focus is on a situation where a manufacturing department or a supplier of an intermediate product can invest in a quality improvement of the final product and thereby increase customer demand. We analyze the willingness of the supplier to invest under a revenue-sharing rule, three profit-sharing rules and a transfer-pricing scheme. Our analysis shows that the performance of sharing rules is likely to decrease when the sharing basis consists of fewer cost components. Remarkably, this is not true for the revenue-sharing rule. To the contrary, this less prominent scheme can be shown to maximize total profit under a variety of cost combinations.

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  • Anne Chwolka & Dirk Simons, 2003. "Impacts of revenue sharing, profit sharing and transfer pricing on quality-improving investments," European Accounting Review, Taylor & Francis Journals, vol. 12(1), pages 47-76.
    • Handle: RePEc:taf:euract:v:12:y:2003:i:1:p:47-76
    DOI: 10.1080/0963818022000001136
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    References listed on IDEAS

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    Cited by:

    1. Clemens Löffler & Thomas Pfeiffer & Ulf Schiller & Joachim Wagner, 2011. "Zentralisierung, Transferpreise und spezifische Investitionen: Ein selektiver Verfahrensvergleich," Schmalenbach Journal of Business Research, Springer, vol. 63(63), pages 1-33, January.
    2. Claus-Jochen Haake & Jan Thomas Martini, 2013. "Negotiating Transfer Prices," Group Decision and Negotiation, Springer, vol. 22(4), pages 657-680, July.
    3. Liu, Weihua & Wei, Shuang & Li, Kevin W. & Long, Shangsong, 2022. "Supplier participation in digital transformation of a two-echelon supply chain: Monetary and symbolic incentives," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 161(C).
    4. Christian Lohmann & Nils Crasselt, 2012. "Investments in Ski Areas: Effects of Compensation Payments in a Complementary Value Network," Tourism Economics, , vol. 18(2), pages 339-358, April.

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