Product choice and channel strategy for multi-channel retailers

Ruiliang Yan, John Wang

Research output: Contribution to journalArticlepeer-review

1 Scopus citations


With the explosive growth of online sales, multi-channel retailers are increasingly focused on finding ways of integrating the online channel with traditional retail stores. The need for the development of effective multi-channel strategies is strongly felt by the retailers. The present research normatively addresses this issue and using a game theoretic approach, derives optimal strategies that maximize profits under different competitive market structures. Managerial implications are discussed and probable paths of future research are identified.

Original languageEnglish
Pages (from-to)78-99
Number of pages22
JournalInternational Journal of e-Business Research
Issue number3
StatePublished - 2009


  • Game Theory
  • Multi-Channel Strategy
  • Product Categories
  • Retailer Profits


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