Information advantage and payment disadvantage when selling goods through a powerful retailer

Baozhuang Niu (), Zifan Shen () and Qiyang Li ()
Additional contact information
Baozhuang Niu: South China University of Technology
Zifan Shen: South China University of Technology
Qiyang Li: South China University of Technology

Annals of Operations Research, 2023, vol. 331, issue 1, No 14, 417-446

Abstract: Abstract In practice, selling goods through a powerful retailer such as Wal-Mart enables the supplier to access the retailer’s ERP for accurate demand information (e.g., Wal-Mart’s Retail Link). However, in the recent years, we observe the suppliers are suffering from longer and longer average account period when they contract with powerful retailers. Therefore, whether partnering with a powerful retailer at the cost of a longer account period becomes the supplier’s strategic decision. In this paper, we formulate the supplier’s tradeoffs among the information advantage, payment disadvantage, and channel competition when it makes retailing decisions. We study the supplier’s two representative strategies: (1) relying on a small retailer that does not accumulate much information but can settle accounts immediately (referred to as Real-time Payment Retailing) or (2) relying on a powerful retailer that shares accurate demand information but incurs deferred payment (referred to as Deferred Payment Retailing). We built game-theoretical models and found that, interestingly, the supplier will prefer Deferred Payment Retailing when the supplier’s cash opportunity cost is high. We identify three interactive forces, namely, the pricing power effect, the demand size effect, and the information value, to interpret the rationality of the supplier’s preferences over Real-time and Deferred Payment Retailing strategies.

Keywords: Account period; Information value; Cash opportunity cost; Channel competition; Retailing strategies (search for similar items in EconPapers)
Date: 2023
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
http://link.springer.com/10.1007/s10479-020-03889-x Abstract (text/html)
Access to the full text of the articles in this series is restricted.

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:spr:annopr:v:331:y:2023:i:1:d:10.1007_s10479-020-03889-x

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10479

DOI: 10.1007/s10479-020-03889-x

Access Statistics for this article

Annals of Operations Research is currently edited by Endre Boros

More articles in Annals of Operations Research from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().