Prices, promotions, and channel profitability: Was the conventional wisdom mistaken?

Guiomar Martín-Herrán, Simon P. Sigué

    Research output: Contribution to journalJournal Articlepeer-review

    17 Citations (Scopus)


    Because of the lack of empirical evidence supporting the shift of economic power from manufacturers to retailers, it has been claimed that the conventional wisdom that retailers benefit more from the use of consumer promotions was mistaken. This paper assesses this claim and examines how two different pricing approaches during manufacturers' instant price promotions targeted at consumers impact on channel profits in a bilateral monopoly. We found that manufacturers should only offer rebates when they keep their prior-to-promotion wholesale prices unchanged. Consistent with the conventional wisdom, retailers do indeed take the lion's share of the promotion incremental profits. Surprisingly, however, we found that in the largest part of the parameter space, manufacturers still earn more total channel profits than retailers over time. The theoretical and managerial implications of these findings are discussed.

    Original languageEnglish
    Pages (from-to)415-425
    Number of pages11
    JournalEuropean Journal of Operational Research
    Issue number2
    Publication statusPublished - 1 Jun. 2011


    • Economic power
    • Game theory
    • Instant rebates
    • Marketing
    • Marketing channel


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