This study aims to examine the effect of relationship value and test the moderating effect of relationship age on performance in a manufacturer-retailer relationship. Relationship value is identified from four dimensions – personal, financial, knowledge, and strategic value, each of which is indicated in different outcomes. This research presents a new taxonomy that can be used for manufacturers from retailers' perceptions of what counts as relationship value. Furthermore, this study explores the effect of relationship age on the relationship value and performance. Data were collected from 259 retailers from paint and chemical stores in Indonesia, through a structured questionnaire, and collected quantitative data were analyzed through structural equation modeling (SEM). The analysis of the sample suggests a positive relation-ship between relationship value and performance. This research shows the impact of relation-ship age into a short-term and long-term relationship. Relationship age did not strengthen the positive relationship between relationship value and performance. Findings suggest that manufacturers should invest more time and effort in relationship value drivers with their key retailers to enhance their relationships with those retailers.

This article studies the manufacturer & apos; s pricing strategy in a supply chain with a single manufacturer and two competing retailers. The manufacturer, as a Stackelberg leader specifies wholesale prices to two retailers who face advertisement dependent demand. Based on this gaming structure, two mathematical models are developed - the cooperative advertising model where manufacturer shares a fraction of retailers & apos; advertising costs and the non-cooperative advertising model where manufacturer does not share any retailer & apos; s advertising expenses. The optimal strategies of the manufacturer and retailers are determined and a numerical example is taken to illustrate the theoretical results derived. We show that cooperative advertising policy is beneficial not only for the participating entities but also for the entire supply chain.

This paper deals with the co-ordination of a single producer, multi distributors and multi retailers for a supply chain management to get the maximum profit at minimum investment when shortages is permitted at the retailer‘s end and they are the partially backlogged. Most previous studies on supply chain have dealt with a moderately simpler chain with a single producer and a single buyer. The requirement of the producer is directly proportional to demand of the distributor, while the demand of the distributor is dependent on retailers’ requirement. This passes on rationally to the whole supply chain. The proposed model of this paper considers deteriorating items where the deterioration rate is considered as constant.