在寄賣與營收分享合約下,製造商決定銷售商品的零售價格,維持擁有商品的所有權;商品售出後,零售商扣除一部份合約所約定的比例,再將其餘的部分交給製造商。本研究採用Stackelberg領導者-追隨者的遊戲理論,模式化此一決策制定的程序。在此一通路結構下,零售商是領導者,他制定並提供製造商一營收分享的比例合約;製造商是追隨者,她決定銷售商品的零售價格。在價格敏感的線性需求函數下,本研究同時探討集中式和分散式的通路關係,並推導出分析結果。結果顯示,在不合作的通路結構下,零售商傾向於決定較高的營收分享比例,而製造商則會選擇較高的零售價格,導致一個較低的通路利潤;相對地,在合作的通路結構下,通路能達到百分之百的效率,意即能產生和集中式通路一樣多的利潤。
Under a consignment contract with revenue sharing, a manufacturer decides on the retail price of displayed products, and retains ownership of the goods. For each item sold, the retailer deducts a percentage from the selling price and remits the balance to the manufacturer. We model the decision-making of the two firms as a Stackelberg game. The retailer, acting as the leader, offers the manufacturer a revenue sharing contract, which specifies the percentage allocation of sales revenue between herself and the manufacturer. The manufacturer, acting as a follower, sets a self-interest retail price as a response. Using a price-sensitive linear demand function, we derive analytic solutions for both the centralized and decentralized regimes of the channel. We proved that the retailer tends to set a higher percentage allocation of the revenue and the manufacturer tends to choose a higher price under the non-cooperative game, which leads to a lower channel profit. Under the cooperative game, the channel can reach 100 percent efficiency, i.e., it can generate as much profit as the centralized channel can.