Publisher Summary This chapter discusses the information pertaining to the downstream
part of the supply chain and then reviews the upstream information. The chapter discusses …

The importance of remanufacturing used products into new ones has been widely
recognized in the literature and in practice. In this paper, we address the problem of …

Economics is not only a social science, it is a genuine science. Like the physical sciences,
economics uses a methodology that produces refutable implications and tests these …

Abstract Inspired by Erin Anderson's contributions to sales force research, this paper focuses
on research that utilizes quantitative models to investigate important questions in sales force …

A channel rebate is a payment from a manufacturer to a retailer based on retailer sales to
end consumers. Two common forms of channel rebates are linear rebates, in which the …

Salespeople are the eyes and ears of the firms they serve. They possess market knowledge
that is critical for a wide range of decisions. A key question is how a firm can provide …

The author summarizes 11 hypotheses from agency theory, transaction cost analysis, and
Ouchi's theoretical approach about the impact of environmental, company, and salesperson …

We present an empirical framework to analyze real-world sales-force compensation
schemes, and report on a multi-million dollar, multi-year project involving a large contact …

This paper proposes a retailer collection model whereby the retailer collects end-of-life
products and the manufacturer cooperates with a third-party firm to handle used products …

Network marketing organizations, or NMOs, are retail selling channels that use independent
distributors not only to buy and resell product at retail, but also to recruit new distributors into …