Center for Advanced Management

Links und Funktionen



Prof. Oded Koenigsberg (Columbia Business School)


  • Datum: 25.05.2009
    12:30 - 14:00
    Senatssaal, Geschwister-Scholl-Platz 1, 1. Stock

Marketing Interface

Conventional wisdom in marketing holds that retailer forward buying (1) is a consequence of manufacturer trade promotions and (2) stockpiling units helps the retailer but hurts the manufacturer. This paper provides a deeper understanding of forward buying by analyzing it within the context of manufacturer trade promotions, competition and demand uncertainty.  The authors find that regardless of whether the manufacturer offers a trade promotion or not, allowing the retailer to forward buy and hold inventory for the future can, under certain conditions, be beneficial for both parties.  Disallowing forward buying by the retailer may lead the manufacturer to lower merchandising requirements and change the depth of the promotion. In competitive environments, there are situations in which retailers engage in forward buying due to competitive pressures in a prisoners’ dilemma situation. Finally, when the authors consider the case of uncertain demand, they find further evidence of strategic forward buying. In particular, the authors find cases in which the retailer orders a quantity that is higher than what it expects to sell in even the most optimistic demand scenario.