考虑灰色市场的品牌商销售策略研究

    Research on Brand Selling Strategy with the Consideration of Gray Market

    • 摘要: 在灰色市场存在的情形下,品牌商面临销售额分流、品牌形象受损以及市场信任度降低等多重挑战。如何选取合适的销售策略以优化决策、提升利润,成为品牌商亟待解决的关键问题。本文以同时销售两种互补产品的品牌商与灰色市场投机者组成的二级供应链为研究对象,构建了一个以品牌商为领导者的两阶段序贯博弈模型。分析了品牌商的4种销售策略,并系统讨论了产品互补程度、市场潜在规模以及灰色产品折扣系数对品牌商利润及最优策略的影响。研究发现,当高价市场中两种产品的潜在规模差距较大、产品互补程度较低及灰色产品折扣系数较高时,品牌商在低价市场应采用纯捆绑销售策略,而在高价市场应采用分开销售策略;反之,在低价市场应采用分开销售策略,在高价市场应采用纯捆绑销售策略。

       

      Abstract: In the presence of a gray market, brand owners face significant challenges, including sales diversion, brand image erosion, and decreased market trust. Optimizing selling strategies to enhance brand decisions and profits is crucial. This study examines a two-stage supply chain involving a brand that simultaneously sells two complementary products and a gray market speculator. A two-stage sequential game model, positioning the brand as the leader, is constructed. The analysis explores four selling strategies, focusing on the effects of product complementarity, market potential, and gray product discount coefficients on brand profits and optimal strategies. The findings indicate that when the potential scale disparity between the two complementary products in the high-priced market is significant, product complementarity is low, and the gray product discount coefficient is high, the brand should implement a pure bundling selling strategy in the low-priced market and a separate selling strategy in the high-priced market. Conversely, a separate selling strategy should be employed in the low-priced market and a pure bundling selling strategy in the high-priced market.

       

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