• Business
  • Published 2009

MANAGING SALES RETURN IN DUAL SALES CHANNEL: AN ANALYSIS OF ITS PRODUCT SUBSTITUTION

@inproceedings{Widodo2009MANAGINGSR,
  title={MANAGING SALES RETURN IN DUAL SALES CHANNEL: AN ANALYSIS OF ITS PRODUCT SUBSTITUTION},
  author={Erwin Widodo and Katsuhiko Takahashi and Katsumi Morikawa and I. Nyoman Pujawan and Budi Santosa},
  year={2009}
}
A number of works have been dedicated to exploit dual sales channel (hereinafter, referred to as DSC), i.e. channel structure for selling a product through conventional store and online facility simultaneously. However the issue of managing sales-return for its online-transaction in this area still needs further investigation since its mismanagement may threaten the whole channel’s profitability. In responding to this issue, two models describing DSC structure altogether with return mechanism… CONTINUE READING

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