To Share or Not to Share: Demand Forecast Sharing in a Distribution Channel

doi:10.1287/mksc.2016.0981

CORC > 上海财经大学 > 上海财经大学

	To Share or Not to Share: Demand Forecast Sharing in a Distribution Channel
	Jiang, Baojun 1; Tian, Lin 2; Xu, Yifan 3; Zhang, Fuqiang 1
刊名	MARKETING SCIENCE
	2016-09-01
卷号	35 期号:5 页码:800-809
关键词	information sharing signaling forecast accuracy risk aversion distribution channel
ISSN号	0732-2399
DOI	10.1287/mksc.2016.0981
英文摘要	This paper studies information sharing in a distribution channel where the manufacturer possesses better demand-forecast information than the downstream retailer. We examine three information-sharing formats: no information sharing (i.e., the manufacturer ex ante commits to not sharing its forecast), voluntary information sharing (i.e., the manufacturer makes the sharing decision ex post after receiving the forecast), and mandatory information sharing (i.e., the manufacturer is mandated to share its forecast). We characterize the equilibrium outcomes under the three sharing formats and investigate the firms' preferences regarding these formats. It is shown that when the retailer is risk-neutral, both firms are indifferent between voluntary and mandatory sharing. Among the three formats, ex ante, the retailer prefers the no-sharing format whereas the manufacturer prefers the mandatory-sharing format. In addition, we find that a more accurate forecast benefits both firms under voluntary-and mandatory-sharing formats, but may hurt both firms under the no-sharing format. Finally, we show that risk aversion plays a critical role in the firms' sharing decisions and the impact of forecast accuracy. Specifically, when the retailer is risk-averse, the manufacturer may prefer the no-sharing format over the voluntary-sharing format, and improving forecast accuracy may hurt both firms even under voluntary sharing.
WOS研究方向	Business & Economics
语种	英语
出版者	INFORMS
WOS记录号	WOS:000388700100007
内容类型	期刊论文
源URL	[http://10.2.47.112/handle/2XS4QKH4/1213]
专题	上海财经大学
通讯作者	Tian, Lin
作者单位	1.Washington Univ, Olin Business Sch, St Louis, MO 63130 USA; 2.Shanghai Univ Finance & Econ, Sch Int Business Adm, Shanghai 200433, Peoples R China; 3.Fudan Univ, Sch Management, Shanghai 200433, Peoples R China
推荐引用方式 GB/T 7714	Jiang, Baojun,Tian, Lin,Xu, Yifan,et al. To Share or Not to Share: Demand Forecast Sharing in a Distribution Channel[J]. MARKETING SCIENCE,2016,35(5):800-809.
APA	Jiang, Baojun,Tian, Lin,Xu, Yifan,&Zhang, Fuqiang.(2016).To Share or Not to Share: Demand Forecast Sharing in a Distribution Channel.MARKETING SCIENCE,35(5),800-809.
MLA	Jiang, Baojun,et al."To Share or Not to Share: Demand Forecast Sharing in a Distribution Channel".MARKETING SCIENCE 35.5(2016):800-809.