Journal article
Free shipping and purchasing decisions in B2B transactions: A game-theoretic analysis
Abstract
Free shipping offers by eBusiness companies have become an effective means of attracting and keeping customers. Many business-to-consumer and business-to-business (B2B) companies now offer free shipping to buyers who spend more than a specific amount. In this paper we consider a B2B environment and assume that the buyer may be enticed to increase her purchase amount in order to qualify for free shipping. The seller's and the buyer's decisions …
Authors
Leng M; Parlar M
Journal
IIE Transactions, Vol. 37, No. 12, pp. 1119–1128
Publisher
Taylor & Francis
Publication Date
December 2005
DOI
10.1080/07408170500288166
ISSN
0740-817X