Article

Pricing in Business-to-Business Contracts: Sharing Risk, Profit, and Information

Murat Kaya and Özalp Özer

in The Oxford Handbook of Pricing Management

Published in print June 2012 | ISBN: 9780199543175
Published online November 2012 | | DOI: https://dx.doi.org/10.1093/oxfordhb/9780199543175.013.0029

Series: Oxford Handbooks in Finance

 Pricing in Business-to-Business Contracts: Sharing Risk, Profit, and Information

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This article discusses how pricing terms in business-to-business (B2B) contracts can be used to align incentives, and to share risks, profits, and information between the members of a supply chain. It is organized as follows. Section 29.2 discusses how B2B contracts can be used to reallocate inventory risk in a supply chain. Section 29.3 investigates how a contract between a manufacturer and a retailer can affect the retailer's pricing decision. Section 29.4 discusses how B2B contracts can be used to allocate capacity risk. Section 29.5 studies how B2B contracts can be used to credibly share information. Section 29.6 discusses potential implementation issues. Section 29.7 concludes with a discussion on possible extensions and research opportunities.

Keywords: B2B contracts; pricing management; inventory risk; capacity risk; information sharing

Article.  24730 words. 

Subjects: Economics ; Financial Institutions and Services ; Industry Studies

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