International vendor relations: a perspective using game theory

International vendor relations: a perspective using game theory The globalization of retailing is occurring at an accelerating pace. For cost, quality, and style and fashion reasons retailers look worldwide for manufacturers and vendors that can meet their customers’ needs. Uses game theory to examine the conflict issues that can arise in retailer‐ international vendor relations. The game is a traditional prisoner’s dilemma in which equilibrium is non‐ co‐ operation even though co‐ operation would lead to gains by both retailer and vendor. Discusses the problems in achieving co‐ operation and the consequences of the prisoner’s dilemma. Presents four basic strategies for improving co‐ operation and vendor relations. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Retail & Distribution Management Emerald Publishing

International vendor relations: a perspective using game theory

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0959-0552
DOI
10.1108/09590559610107085
Publisher site
See Article on Publisher Site

Abstract

The globalization of retailing is occurring at an accelerating pace. For cost, quality, and style and fashion reasons retailers look worldwide for manufacturers and vendors that can meet their customers’ needs. Uses game theory to examine the conflict issues that can arise in retailer‐ international vendor relations. The game is a traditional prisoner’s dilemma in which equilibrium is non‐ co‐ operation even though co‐ operation would lead to gains by both retailer and vendor. Discusses the problems in achieving co‐ operation and the consequences of the prisoner’s dilemma. Presents four basic strategies for improving co‐ operation and vendor relations.

Journal

International Journal of Retail & Distribution ManagementEmerald Publishing

Published: Feb 1, 1996

Keywords: Co‐ operation; Game theory; Globalization; Retailing

References

  • Emerging trends in export channel strategy: an investigation of Hong Kong and Singaporean firms
    Chan, T.S.
  • A strategic paradigm for predicting manufacturer‐ reseller conflict
    Magrath, A.J.; Hardy, K.G.
  • The relationship between exporters from a developing country and importers based in a developed country: conflict considerations
    Katusikeas, C.S.; Piercy, N.F.
  • A strategic approach to managing buyer‐ seller relationships
    Krapfel, R.E. Jr; Salmond, B.; Spekman, R.

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