Collaborative Promotions

Optimizing Retail Supply Chains with Upstream Informaton Sharing

  • Daniela Wiehenbrauk

Part of the Lecture Notes in Economics and Mathematical Systems book series (LNE, volume 643)

Table of contents

  1. Front Matter
    Pages i-xx
  2. Daniela Wiehenbrauk
    Pages 1-4
  3. Daniela Wiehenbrauk
    Pages 5-16
  4. Daniela Wiehenbrauk
    Pages 17-40
  5. Daniela Wiehenbrauk
    Pages 41-97
  6. Daniela Wiehenbrauk
    Pages 99-125
  7. Daniela Wiehenbrauk
    Pages 127-130
  8. Back Matter
    Pages 131-153

About this book


Promotions are at the same time beloved and feared by both food retailers and branded goods manufacturers in today’s retail environment. Beloved because they attract smart customers and generate an immediate effect on a brand’s sale. Feared because there is uncertainty about the competitors’ behavior and the actual customer demand leading to high forecast errors. For the retailer, this results in a doom loop of over- or understocking with high inventory costs in the supply chain. Collaboration between retailers and the manufacturer disentangles the doom loop. The thesis reveals the appropriate kind and timing of information and develops a so called Competition Index. Inventory in the supply chain is eliminated and the customer is served better at a lower price. Based on a joint inventory and pricing model and an empirical analysis, it shows that the supply chain efficiency gains from collaborative promotions result in a win for customers, retailers and the manufacturer.


Collaboration Information Sharing Promotions Retailers Supply Chain Supply Chains calculus

Authors and affiliations

  • Daniela Wiehenbrauk
    • 1
  1. 1., Production ManagementWHU - Otto Beisheim School of ManagementVallendarGermany

Bibliographic information

  • DOI
  • Copyright Information Springer-Verlag GmbH Berlin Heidelberg 2010
  • Publisher Name Springer, Berlin, Heidelberg
  • eBook Packages Business and Economics
  • Print ISBN 978-3-642-13392-3
  • Online ISBN 978-3-642-13393-0
  • Series Print ISSN 0075-8442
  • Buy this book on publisher's site
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