Channel configuration and pay-on-delivery service with the endogenous delivery lead time

Baoshan Liu, Xu Guan, Haijun Wang and Shihua Ma

Omega, 2019, vol. 84, issue C, 175-188

Abstract: This paper investigates the manufacturer’s optimal channel configuration strategy when it provides a pay-on-delivery service directly to consumers through its on-line selling channel. Due to the delivery lead time, we assume that consumers will discount their future utility from the online channel. In particular, the pay-on-delivery service through the direct channel can induce a retailer to lower its price (pricing induction) and/or segment consumers by regulating their valuations of buying products through different channels (consumers segmentation). Furthermore, the firms’ equilibrium strategies are determined by the consumer’s sensitivity to the delivery time, delivery cost and marginal cost of the indirect channel. When selling through an indirect channel is much more costly, the manufacturer’s encroachment on the retail market can achieve Pareto improvement. Compared with the payment scheme of pay-before-delivery, the results show that the manufacturer’s encroachment is more aggressive in the pay-on-delivery scheme. Finally, we extend the pay-on-delivery scheme to different pricing sequences and consider the case in which consumers and the manufacturer have different discount factors.

Keywords: Dual-channel; Pay-on-delivery; Delivery lead time; Game theory (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (11)

Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/S0305048317304590
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eee:jomega:v:84:y:2019:i:c:p:175-188

Ordering information: This journal article can be ordered from
http://www.elsevier.com/wps/find/supportfaq.cws_home/regional
https://shop.elsevie ... _01_ooc_1&version=01

DOI: 10.1016/j.omega.2018.04.011

Access Statistics for this article

Omega is currently edited by B. Lev

More articles in Omega from Elsevier
Bibliographic data for series maintained by Catherine Liu ().