工业工程2026，Vol.29Issue(2)：54-65,12.DOI:10.3969/j.issn.1007-7375.240334
考虑横向和纵向差异的供应商渠道入侵策略
A Supplier Channel Encroachment Strategy Considering Horizontal and Vertical Differentiations
摘要
Abstract
This study investigates the issue of supplier channel encroachment strategies with horizontal and vertical quality differentiations considering product quality design cost.Four Stackelberg models of supplier encroachment are proposed,including no encroachment,horizontal differentiation-based encroachment,vertical differentiation-based encroachment,and hybrid horizontal and vertical differentiation-based encroachment.Using backward induction,the equilibrium outcomes and optimal strategies for all participants are analyzed and derived across different scenarios,and the impact of product quality design cost on supplier encroachment strategies is examined.Results show that both the horizontal and hybrid differentiations may be the optimal strategies,with the choice of encroachment strategy highly sensitive to product quality design cost.Different levels of quality design cost lead to different strategy choices,and differentiation-based encroachment is not always the optimal.Suppliers adopt encroachment only when the profit from the direct sales channel reach a threshold.Therefore,suppliers should develop encroachment strategies according to product quality design cost.Under differentiation-based encroachment,a win-win outcome between suppliers and retailers may be achieved.关键词
渠道入侵/Stackelberg博弈/横纵向差异/产品质量设计成本Key words
supplier encroachment/Stackelberg game/horizontal and vertical differentiations/product quality design cost分类
管理科学引用本文复制引用
李晓萍,张有顺,王坤..考虑横向和纵向差异的供应商渠道入侵策略[J].工业工程,2026,29(2):54-65,12.基金项目
教育部人文社会科学青年基金项目(24YJC630204) （24YJC630204）
国家自然科学青年基金项目(71902074) （71902074）
