关键词: 预售, 质量披露, 批发价定价, 季节性商品

Abstract: The advance selling strategy can help retailer effectively reduce demand uncertainty. However, it delays the order time, leading to the reduced time for manufacturer to produce. One the one hand, the manufacturer can set wholesale price increasing with retailer's order time to affect retailer's advance selling strategy. On the other hand, the manufacturer can choose to disclose products' quality to the unknown retailer to reduce retailer's demand uncertainty, thus affecting retailer's advance selling strategy. This paper investigates how manufacturer can use wholesale pricing and quality disclosure strategy to affect retailer's advance selling strategy. The Stackelberg model is built to study the manufacturer and retailer's optimal decisions under the wholesale pricing and quality disclosure strategy. An analysis is conducted based on supply chain's payoff under the two different strategies and the critical value of the disclosure cost influencing manufacturer's choice is identified. Numerical study suggests that knowing when to stop advance selling can really improve retailer's profit and the gap between disclosure and non-disclosure decreases with the demand sensitivity to price reducing.

Key words: advance selling, quality disclosure, wholesale pricing, seasonal products