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Channel Performance and Incentives for Retail Cost Misrepresentation

Author

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  • Rabah Amir
  • Thierry Leiber
  • Isabelle Maret

Abstract

This paper investigates the price decision making and channel performance under cost misrepresentation at the retail stage. In the standard double marginalization game, we introduce a preliminary stage, where the retailer can misrepresent her constant marginal cost. We give respective sufficient conditions on the demand function for the retailer to misrepresent her marginal cost downwards and upwards. In contrast to the literature, we prove that the opportunistic behavior of the retailer does not necessarily lower channel performance and social welfare. Indeed, a downward misrepresentation of the retail cost, which one obtains when the price elasticity of demand is not very price elastic, increases channel performance and social welfare. Illustrative examples using common specifications of demand are provided.

Suggested Citation

  • Rabah Amir & Thierry Leiber & Isabelle Maret, 2006. "Channel Performance and Incentives for Retail Cost Misrepresentation," Working Papers of BETA 2006-20, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
  • Handle: RePEc:ulp:sbbeta:2006-20
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    File URL: http://www.beta-umr7522.fr/productions/publications/2006/2006-20.pdf
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    References listed on IDEAS

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    1. Rabah Amir & Isabelle Maret & Michael Troege, 2004. "On Taxation Pass-Through for a Monopoly Firm," Annals of Economics and Statistics, GENES, issue 75-76, pages 155-172.
    2. Amir, Rabah, 1996. "Sensitivity analysis of multisector optimal economic dynamics," Journal of Mathematical Economics, Elsevier, vol. 25(1), pages 123-141.
    3. Rey, Patrick & Tirole, Jean, 1986. "The Logic of Vertical Restraints," American Economic Review, American Economic Association, vol. 76(5), pages 921-939, December.
    4. Gérard P. Cachon & Marshall Fisher, 2000. "Supply Chain Inventory Management and the Value of Shared Information," Management Science, INFORMS, vol. 46(8), pages 1032-1048, August.
    5. Wujin Chu, 1992. "Demand Signalling and Screening in Channels of Distribution," Marketing Science, INFORMS, vol. 11(4), pages 327-347.
    6. Nicolaj Siggelkow, 2002. "Misperceiving Interactions Among Complements and Substitutes: Organizational Consequences," Management Science, INFORMS, vol. 48(7), pages 900-916, July.
    7. Paul R. Messinger & Chakravarthi Narasimhan, 1995. "Has Power Shifted in the Grocery Channel?," Marketing Science, INFORMS, vol. 14(2), pages 189-223.
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    Citations

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    Cited by:

    1. Meixing DAI, 2007. "A two-pillar strategy to keep inflation expectations at bay: A basic theoretical framework," Working Papers of BETA 2007-20, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    2. Meixing DAI & Moïse SIDIROPOULOS & Eleftherios SPYROMITROS, 2007. "La transparence de la politique monétaire et la dynamique des marchés financiers," Working Papers of BETA 2007-19, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    3. Estelle Dhont-Peltrault & Etienne Pfister, 2007. "R&D cooperation versus R&D subcontracting: empirical evidence from French survey data," Working Papers of BETA 2007-17, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    4. Gisèle Umbhauer, 2007. "De l’amiante au chrysotile, un glissement stratégique dans la désinformation," Working Papers of BETA 2007-15, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    5. Sofia Pessoa e Costa & Stéphane Robin, 2007. "The Impact Of Training Programmes On Wages In France: An Evaluation Of The “Qualifying Contract” Using Propensity Scores," Working Papers of BETA 2007-18, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    6. Li Qin & Eleftherios Spyromitros & Moïse Sidiropoulos, 2007. "Monetary Policy with Uncertain Central Bank Preferences for Robustness," Working Papers of BETA 2007-23, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.

    More about this item

    Keywords

    Channel Cooperation; Channels of Distribution; Decision-Making; Distribution; Game Theory; Pricing Research; Retailing and Wholesaling; Signaling; Supply Chains.;

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