wholesale price contracts for reliable...

Wholesale Price Contracts for Reliable Supply

Woonam HwangHEC Paris, 1 Rue de la Lib�eration, 78350, Jouy-en-Josas, France, [email protected]

Nitin BakshiDavid Eccles School of Business, The University of Utah, 1655 East Campus Center Drive, Salt Lake City, Utah 84112, USA,

[email protected]

Victor DeMiguel*London Business School, Regent’s Park, London, NW1 4SA, UK, [email protected]

F irms can enhance the reliability of their supply through process improvement and overproduction. In decentralizedsupply chains, however, these mitigating actions may be the supplier’s responsibility yet are often not contractible.We show that wholesale price contracts, despite their simplicity, can perform well in inducing reliable supply, and weidentify when and why they perform well. This could explain the widespread use of wholesale price contracts in businesssettings with unreliable supply. In particular, we investigate how the performance of wholesale price contracts dependson the interplay between the nature of supply risk and the type of procurement process. Supply risk is classified as ran-dom capacity when events such as labor strike disrupt the firm’s ability to produce, or as random yield when manufacturingdefects result in yield losses. The procurement process is classified as control when the buyer determines the productionquantity, or as delegation when instead the supplier does. Analyzing the four possible combinations, we find that for ran-dom capacity, irrespective of the procurement process type, contract performance monotonically increases with the sup-plier’s bargaining power; thus, wholesale price contracts perform well when the supplier is powerful. However, thismonotonic trend is reversed for random yield with control: in that case, wholesale price contracts perform well wheninstead the buyer is powerful. For random yield with delegation, wholesale price contracts perform well when eitherparty is powerful.

Key words: supplier reliability; random capacity; random yield; wholesale price contractsHistory: Received: May 2017; Accepted: December 2017 by Albert Ha, after 1 revision.

1. Introduction

In an era of outsourcing and globalization, reliabil-ity of supply is an increasingly important aspect ofsupply chain management. Supply disruptions areoften classified as either random capacity or randomyield (Wang et al. 2010). Random capacity disrup-tions affect the supplier’s production capacity, aswhen there is a labor strike or machine breakdown.By contrast, random yield disruptions affect thesupplier’s production yield—for example, whenfirms in the semiconductor sector or in high-techelectronics suffer from manufacturing defects. Acritical aspect of such disruptions is that supplierscan exert ex ante effort to improve their processesand thus their reliability. For instance, suppliers canproactively invest in labor relations to avoid strikes(Lexology 2010), or undertake projects to improveyield (Zhang and Armer 2013). However, sucheffort is often costly and not contractible. Since sup-pliers capture only a fraction of the overall margin,they do not fully internalize the consequences of

suboptimal effort, and this leads to a moral hazardproblem.There is a vast literature on coordinating contracts

that deals with aligning incentives in a supply chain.Indeed, we verify the conventional wisdom that themoral hazard problem just mentioned can be resolvedby using contracts that incorporate a penalty for thenon-delivery of goods and make the supplier theresidual claimant. However, such coordinating pen-alty contracts can be quite difficult to implement. Forinstance, the supplier’s limited liability may inducean upper limit on the imposed penalty, and thusimpede coordination (Sappington 1983). Anotherproblem is that suppliers may view penalties as unfairand hence resist agreeing to such contracts (LinkedInDiscussion 2011). Therefore, firms often prefer to usewholesale price contracts that are easier to implement(e.g., Kalkanci et al. 2011).For instance, wholesale price contracts are often

employed in semiconductor manufacturing, whereyield issues are a serious concern. In work donejointly with managers at KLA-Tencor Corporation

Please Cite this article in press as: Hwang, W., et al. Wholesale Price Contracts for Reliable Supply. Production and Operations Manage-ment (2018), https://doi.org/10.1111/poms.12848

Vol. 0, No. 0, xxxx–xxxx 2018, pp. 1–17 DOI 10.1111/poms.12848ISSN 1059-1478|EISSN 1937-5956|18|00|0001 © 2018 Production and Operations Management Society

https://doi.org/10.1111/poms.12848

and based on interviews with ten “fabless” compa-nies, Chatterjee et al. (1999) report the widespreaduse of wholesale price contracts for outsourcing pro-duction of integrated circuits—which remains thepreferred mode of contracting nowadays in the semi-conductor industry. In conversations with theauthors, a leading semiconductor foundry based inEast Asia acknowledged that it typically uses whole-sale price contracts regardless of the buyer and dura-tion of the interaction, despite concerns aboutimproving yield. Wholesale price contracts are alsofrequently used in the agriculture industry. In flori-culture, for instance, wholesalers often outsource thecultivation of flowers and plants to contract growers(MacDonald et al. 2004). Due to the nature of floricul-ture, contract growers experience yield issues. Never-theless, MacDonald et al. (2004) document thatwholesale price contracts are typically used.Motivated by this evidence that wholesale price

contracts are often preferred, we investigate whenand why such contracts perform well—that is, resultin high supply chain efficiency.1 We examine in par-ticular the four cases typically observed in practice,which are characterized by the combination of twotypes of supply risk and two types of procurementprocess. As described previously, the two types ofsupply risk correspond to random capacity and randomyield; the two types of procurement process corre-spond to control and delegation.The procurement process is classified as control if

the buyer determines the production quantity or asdelegation if the supplier does. As with the type of sup-ply risk, the type of procurement process is oftendetermined by the business context. For instance, thecontrol scenario is observed in the floriculture indus-try. Although contract growers experience yield iss-ues, the wholesalers provide them with the inputs ofseedlings, fertilizers, and chemicals—thus effectivelycontrolling the production quantity (MacDonald et al.2004). By contrast, we observe the delegation scenarioin the semiconductor industry. Semiconductor manu-facturers, such as Samsung and TSMC, often experi-ence severe yield issues but can identify most defectsthrough internal testing. These manufacturers there-fore inflate their production quantities beyond thebuyer’s order, so that they can meet customer dem-and without shipping any defects.With regard to the four cases considered, we

summarize our main findings in the 2 9 2 matrix inFigure 1. The two columns correspond to the twotypes of supply risk, and the two rows to the twotypes of procurement process. For each of the fourcases, the figure indicates whether the efficiency ofthe wholesale price contract is increasing, decreasing,or V-shaped with respect to the supplier’s bargainingpower.

Specifically, in the random capacity case—irrespec-tive of the procurement process type—the efficiencyof the wholesale price contract increases monotoni-cally with the supplier’s bargaining power (and withthe wholesale price).2 The reason is that a more pow-erful supplier has a bigger margin and thus a greaterincentive to invest effort and thereby improve effi-ciency. This suggests that, if the supplier is powerful,a wholesale price contract may be preferred to morecomplex contracts that perform better in theory butare difficult to implement in practice.In the random yield case, however, if the buyer con-

trols the production quantity decision then the mono-tonic trend in efficiency associated with the wholesaleprice contract is reversed.3 As before, a more power-ful supplier, with his bigger margin, has a greaterincentive to invest in improving reliability. However,in addition to the supplier’s effort, overproduction(inflating the order quantity above demand) can alsomitigate yield risk—and a more powerful suppliergives the buyer less incentive to inflate the orderquantity. Importantly, the buyer’s order quantity hasa dominating effect on the supply chain efficiencycompared with the supplier’s effort, because the orderquantity plays a dual role: it directly influences pro-portional yield and indirectly generates incentives forthe supplier to invest effort via a larger order size. Asa result, the efficiency of the wholesale price contractdecreases with the supplier’s bargaining power, andthus the wholesale price contract may be preferredwhen the buyer is powerful.If, in the random yield case, the buyer delegates the

production quantity decision to the supplier, thenefficiency exhibits a V-shaped pattern: efficiency ishigh when either the buyer or the supplier is power-ful. Specifically, efficiency is monotonically decreas-ing in the supplier’s bargaining power (as in thecontrol scenario) up to a threshold value, whereafterit increases monotonically. It is intuitive that, sincethe supplier determines the production quantity, thebuyer’s order quantity no longer plays a dual role,but can provide the supplier with only an indirectincentive to exert effort. Therefore, even though theefficiency trend parallels the one observed under the

Increasing Decreasing

Increasing V-Shaped

Control

Delegation

Random Capacity Random Yield

ProcurementProcess Type

Type of Supply Risk

Figure 1 Performance of Wholesale Price Contract As a Function ofSupplier’s Bargaining Power [Color figure can be viewed atwileyonlinelibrary.com]

Hwang, Bakshi, and DeMiguel: Wholesale Price Contracts for Reliable Supply2 Production and Operations Management 0(0), pp. 1–17, © 2018 Production and Operations Management Society



control scenario up to a threshold value of the sup-plier’s bargaining power, beyond that point it is nolonger profitable for the buyer to inflate production.Then the supplier unilaterally determines both theeffort and the production quantity, and thus effi-ciency is increasing in the supplier’s bargainingpower as in the random capacity case.Overall, in the face of unreliable supply, our analy-

sis provides guidance as to when and why the whole-sale price contract is preferable to a more complexcoordinating contract.

2. Related Literature

Supply reliability has received considerable attentionin recent years. Early studies have focused on situa-tions in which supply reliability is exogenously given,and explored buyer-led risk management strategiessuch as multisourcing (Babich et al. 2007, Dada et al.2007, Federgruen and Yang 2008, 2009b, Tang andKouvelis 2011, Tomlin 2006, 2009, Tomlin and Wang2005); carrying inventory (Tomlin 2006); or using abackup production option (Yang et al. 2009). Buildingupon this research, later studies expanded the scopeof attention to endogenous reliability. Some studiesinvestigate how buyers can intervene directly toimprove suppliers’ reliability (Liu et al. 2010, Wanget al. 2010). Others examine how buyers can indi-rectly induce suppliers to improve either productquality (Baiman et al. 2000, Kaya and €Ozer 2009) orreliability—for example, by way of horizontal compe-tition (Federgruen and Yang 2009a) or investmentsubsidies and/or order inflation (Tang et al. 2014).4

Of greater relevance to our work are papers explor-ing, in the case of endogenous reliability, contractualincentives as a means to induce suppliers’ investmentin reliability. However, the coordinating contractinvariably takes on a complex form.5 In the context ofvaccine manufacturing, for instance, Dai et al. (2016)identify the coordinating contract that can inducesuppliers to deliver products on time. This contractcombines buy-back features with a rebate for timelydelivery (in effect, a penalty for late delivery). Simi-larly, Ang et al. (2017) find that when facing the riskof supply disruption, firms have to resort to coordi-nating contracts that impose penalties—therebyinducing their suppliers to choose appropriateupstream network partners. Yet as discussed in theintroduction, such penalty features are difficult toimplement in practice.At the same time, some theoretical and behavioral

studies have argued that, in practice, simple contractsare often preferred to complex coordinating contracts.In this strand of literature, the popularity of simplecontracts is attributed to two transaction-cost argu-ments: simple contracts are (i) easier to design and

negotiate (Holmstrom and Milgrom 1987, Kalkanciet al. 2011, 2014, Lariviere and Porteus 2001) and (ii)easier to enforce legally (Schwartz and Watson 2004).A few papers in economics and supply chain man-agement have also explored the efficiency of simplecontracts. The economics papers that assess the per-formance of simple contracts (e.g., Chu and Sapping-ton 2007, Rogerson 2003) focus on their mathematicalform, such as different combinations of a fixed priceand a cost reimbursement scheme. As such, they donot consider the enabling role of operational factors.In supply chain management, Cachon (2004), Lariv-iere and Porteus (2001), and Perakis and Roels (2007)investigate the performance of wholesale price con-tracts and the role of operational factors in settingswith demand uncertainty.In this study, we take our cue from and build upon

the above literature. Indeed, as we mentioned in theintroduction, we observe widespread use of whole-sale price contracts even in the context of endogenoussupply reliability. However, the insights obtainedfrom the literature dealing with demand uncertaintywe mentioned above do not carry over to the case ofsupply uncertainty. The latter setting, and hence ourown model, poses two distinct challenges. First,besides investing in process improvement, firms caninfluence yield distribution by inflating the produc-tion quantity; inflating the order quantity does notinfluence the demand distribution when demand isuncertain. Second, the contract performance criticallydepends on the interplay between the nature of sup-ply risk and the two types of procurement process(control versus delegation). We therefore focus on theperformance of wholesale price contracts when sup-ply is unreliable.Our objective in this research is to focus on the

widely used and easy-to-implement wholesale pricecontract and understand its efficiency properties.While we do characterize the coordinating contractfor the various scenarios that we study, we do so forillustrating the benchmark performance and offeringan alternative to the wholesale price contract when itsefficiency is low. However, to keep the focus of ourmanuscript, we do not consider other contracts withintermediate efficiency. A case-in-point is the two-part tariff (Feldstein 1972). This particular contractform can coordinate the supply chain in our setting.However, the coordinating contract is such that thebuyer pays the supplier for delivered units, and thesupplier makes a lump-sum payment to the buyerto “buy out” the business and become the residualclaimant. Such bidirectional payment exchanges maybe difficult to implement in some situations, andthey are observed mainly as slotting allowances inthe retail sector (Lariviere and Padmanabhan 1997).Moreover, capital-constrained suppliers cannot always

Hwang, Bakshi, and DeMiguel: Wholesale Price Contracts for Reliable SupplyProduction and Operations Management 0(0), pp. 1–17, © 2018 Production and Operations Management Society 3



afford to “buy out” the buyer. It is also worth not-ing that although two-part tariffs with unidirectionalpayment do not coordinate in our setting, they mayyield greater supply chain efficiency than a whole-sale price contract. For instance, for random yieldwith control, a two-part tariff can achieve higherefficiency if the firms agree on a low wholesale price(see Figure 5) and adjust the lump-sum paymentfrom the buyer to the supplier to allocate the profitto the firms depending on their relative bargainingpower. However, as stated before, since we identifya coordinating contract for cases when wholesaleprice contracts perform poorly, we do not furtheranalyze two-part tariffs in this study.

3. Basic Model

We now describe our basic model. In sections 4 and5, we show how the basic model can be applied tothe cases with random capacity and random yield,respectively. We consider a supply chain with onesupplier (he) and one buyer (she) who faces deter-ministic demand for a single selling season. Both thesupplier and buyer are risk neutral. Demand D ismodeled as being deterministic so that we can focuson the effect of supply uncertainty; this approach isin line with a large share of the existing literature(Deo and Corbett 2009, Dong and Tomlin 2012,G€um€os� et al. 2012, Yang et al. 2009, 2012). We willmodel supply uncertainty with uniform distributionsin sections 4 and 5, and we check the robustnessof our results with general distributions inAppendix A.As illustrated in Figure 2, the sequence of events is

as follows. After observing the demand D, the buyerand supplier bargain over the wholesale price w.Next, the buyer orders quantity q from the supplier,and the supplier then exerts unverifiable effort e toimprove his reliability and chooses production quan-tity x. Given the effort e, a corresponding random lossis associated with production; as a result, the supplierdelivers ~q � q units. Finally, the buyer fulfills demandat unit price p.In principle, we would like to analyze the four

cases illustrated in Figure 1: {random capacity,

random yield} 9 {control, delegation}. Note, how-ever, that the supplier’s production quantity decisionis relevant only for the case of random yield with del-egation. This is because it is not optimal for the sup-plier to inflate his production quantity under randomcapacity and because the supplier is not allowed toinflate his production quantity under random yieldwith control. We therefore assume x = q until section5.2, where we study the case of random yield withdelegation.We introduce our basic model in terms of the linear

wholesale price contract, where the buyer pays awholesale price w for each delivered unit.6 Theexpected profits for buyer and supplier can thus bewritten as

pbðq; e;wÞ ¼ pSðq; eÞ � wyðq; eÞ;psðq; e;wÞ ¼ wyðq; eÞ � cðq; eÞ;

ð1Þ

where y(q, e), S(q, e), and c(q, e) are the expected val-ues for the delivered quantity, sales, and cost,respectively. In the centralized supply chain, there isno bargaining over the wholesale price w, and theorder quantity is the same as the production quan-tity, denoted by q. All decisions are made by a cen-tral planner who seeks to maximize the expectedsupply chain profit, Π(q, e) = pS(q, e) � c(q, e).In the decentralized supply chain, the buyer and

supplier first bargain over the wholesale price w. Tomodel this process, we use the Nash bargainingmodel with asymmetric bargaining power (Binmoreet al. 1986, Roth 1979). Let p�bðwÞ and p�s ðwÞ be theequilibrium expected profits of the buyer and sup-plier, respectively, once the wholesale price w hasbeen determined. Each firm bargains while anticipat-ing those expected profits, and the resulting whole-sale price solves the optimization problem

maxw

p�s ðwÞap�bðwÞ1�a; ð2Þ

where a 2 (0, 1) is the supplier’s relative bargainingpower. We assume that the firms will reach anagreement provided the resulting expected profit isnon-negative (i.e., both firms’ threat points arezero).7

Figure 2 Sequence of Events in a Decentralized Supply Chain




Once the wholesale price is negotiated, the buyeracts as a Stackelberg leader by deciding the orderquantity. However, the buyer faces a moral hazardproblem because the supplier’s effort is not con-tractible. The buyer’s decision problem, which deter-mines the firms’ equilibrium profits, p�bðwÞ and p�s ðwÞ,can therefore be written as follows:

maxq

pbðq; e;wÞ;s.t. e ¼ argmax

e� 0psðq; e;wÞ;

psðq; e;wÞ� 0:

ð3Þ

The first constraint ensures incentive compatibilityfor the supplier—in other words, the supplierchooses the effort e that maximizes his expectedprofit. The second constraint ensures the supplier’sparticipation by providing the supplier with at leasthis reservation profit, which we normalize to zero.A brief discussion about this model is in order. It is

prohibitively difficult to solve problem (2) analyticallybecause this problem takes as an input the solution toproblem (3). However, we can greatly simplify theanalysis by showing that we can represent the sup-plier’s relative bargaining power not only by a butalso—and equivalently—by the wholesale price w.Interpreting the wholesale price w as the supplier’srelative bargaining power allows us to just focuson problem (3) without solving problem (2). This app-roach suffices for our analysis, because we are inter-ested only in how the expected profits of buyer andsupplier, p�bðwÞ and p�s ðwÞ, depend on their relativebargaining power. For that purpose, we establish thefollowing result.

PROPOSITION 1. The optimal solution w� to problem (2)is monotonically increasing in a if both p�s ðwÞ and p�bðwÞare continuous in w and either p�s ðwÞ is strictlyincreasing or p�bðwÞ is strictly decreasing in w.8

Appendix B includes additional results showingthat, for all cases we consider, the requirements ofProposition 1 hold under some mild conditions.Proposition 1 suggests that a higher wholesale price wimplies that the supplier has greater bargainingpower. Therefore, in the rest of the study, we willsolve only problem (3) and interpret the wholesaleprice w as the supplier’s relative bargaining power.To avoid trivial results and simplify the exposition,

we make the following assumption.

ASSUMPTION 1. The following conditions hold:

(i) In the centralized supply chain, it is profitable toproduce a strictly positive amount even when the

supplier does not exert any effort; that is, @Π(q, e)/@q|q=0,e=0 > 0.

(ii) If the buyer is indifferent among order quantitiesQ ⊂ [0, D], then she chooses the largest quantityq = sup Q.

Assumption 1(i) ensures that the optimal produc-tion quantity in the centralized supply chain will bestrictly positive. Assumption 1(ii) implies that thebuyer will satisfy demand provided her profit is nothurt, thus precluding outcomes that are Pareto subop-timal. We commence our analysis with the randomcapacity scenario.

4. Random Capacity

Here we model disruptions that destroy part or all ofthe supplier’s capacity (Ciarallo et al. 1994, Wanget al. 2010), where the capacity loss is independent ofthe production quantity. Examples include laborstrikes, machine breakdowns, fire, etc. In section 4.1,we show how the basic model of section 3 can beapplied to the case of random capacity, state ourassumptions, and characterize the optimal decisionsin the centralized supply chain. We analyze thedecentralized setup in section 4.2.

4.1. Model and Centralized Supply ChainIn the random capacity case, production quantitydoes not affect the capacity loss. Hence the supplierhas no incentive to inflate his production quantitybeyond the buyer’s order quantity. We thereforeassume, without loss of generality, that the produc-tion quantity x is equal to the order quantity q (i.e.,the scenario of random capacity with delegation con-verges to the one of random capacity with control).Consequently, the supplier delivers a random quan-tity ~q ¼ minfq; K � ng, where q is the order quan-tity, K is the supplier’s nominal capacity, and ξ is therandom capacity loss. We assume the random loss tobe ξ = w/(e + 1), where w is uniformly distributed in[0, K] and hence the support of ξ is [0, K/(e + 1)].The density and cumulative distribution function(CDF) of the random loss ξ—conditional on the efforte—are g(ξ|e) = (e + 1)/K and G(ξ|e) = (e + 1)ξ/K,respectively.Finally, the expected delivered quantity is

yðq; eÞ ¼ En½~q� and the expected sales areSðq; eÞ ¼ En½minf~q; Dg�. In Appendix A, we extendthis model to the case where the random loss ξ fol-lows a general distribution.9

We assume that the supplier initiates productionafter the random loss is realized. Hence the expectedcost is c(q, e) = cy(q, e) + v(e), where c is the unit pro-duction cost and v(e) is the cost of effort to improve




reliability. We shall also need the following technicalassumption.


(i) The cost of effort is thrice continuouslydifferentiable, and satisfies v(0) = 0, and v0(e) > 0and v00(e) ≥ 0 for e > 0.

(ii) In equilibrium, the effort level is strictly positive.

Part (i) implies that the cost of the supplier’seffort is convex and increasing. Part (ii) precludes thetrivial case of zero effort level, thus simplifying theexposition.We find that if the order quantity is smaller than

demand (q ≤ D) then so is the delivered quantity ~q, inwhich case the buyer is able to sell everything. As aresult, the expected sales and delivered quantitiescoincide (S(q, e) = y(q, e)) and increase with the orderquantity q. Yet producing a quantity that exceedsdemand does not affect the likelihood of satisfyingthat demand, and so does not affect expected sales,because the capacity loss is independent of the orderquantity. Therefore, the expected sales function S(q, e)has a kink at q = D. The technical properties of S(q, e)and y(q, e) are summarized in Lemma 1 (seeAppendix B.1).We now characterize the optimal order quantity

and effort level in the centralized supply chain.

PROPOSITION 2. Let Assumptions 1 and 2 hold. Then, inthe centralized supply chain, there exist unique optimaldecisions (qo, eo), under which the optimal order quantityqo is equal to demand D.

The optimal order quantity qo is equal to thedemand D because producing more than D does notincrease expected sales. Hence the only way to miti-gate risk is for the supplier to exert effort. Given thateffort is unverifiable, we next address the efficiency ofthe wholesale price contract in a decentralized supplychain.

4.2. Performance of the Wholesale Price ContractWe study the wholesale price contract and show thatsupply chain efficiency is generally increasing in thewholesale price, which is a proxy for the supplier’sbargaining power (per Proposition 1). Therefore, awholesale price contract may be the preferred modeof contracting for supply chains with sufficientlypowerful suppliers—even if a theoretically superior(yet complex) contract exists.

PROPOSITION 3. Let Assumptions 1 and 2 hold. Then,in the random capacity case, the efficiency of thewholesale price contract is monotonically increasing inw if p < 3c.

The intuition behind this observed efficiency trendis as follows. The buyer will typically order D unitsfor any “reasonable” size of the gross margin, p � c.Then, a more powerful supplier (higher wholesaleprice) has a bigger margin and thus a greater incentiveto invest effort, and thereby improve efficiency. Weillustrate the efficiency trend visually in panel (a) ofFigure 3. Note that the supplier with all the bargain-ing power will choose the maximum wholesale pricew = p, and the buyer with all the bargaining powerwill choose the minimum wholesale price w = c, asfollows from Proposition 1. Therefore, it suffices touse the wholesale price contract in achieving highsupply chain efficiency if the supplier is powerful.Then which contract should firms use when the

buyer has greater bargaining power? It is a well-known result that under a moral hazard setting withrisk-neutral players, the first-best outcome is achievedby transferring the risk to the agent and making theagent the residual claimant. We find that unit-penaltycontracts coordinate the supply chain through thismechanism, while allowing for flexibility in the allo-cation of profits between buyer and supplier. Undersuch contracts, the buyer imposes a penalty z for eachunit of shortage, while paying w for each unit deliv-ered. The next result formalizes our findings.

PROPOSITION 4. Let Assumptions 1 and 2 hold. Then,there exists �v [ 0 such that the following unit penaltycontracts coordinate the supply chain: w* = p � v andz* = v for v 2 ½0; �vÞ; and the buyer’s expected profit ispb = vD.

By setting the unit-penalty z equal to her unit mar-gin p � w, the buyer transfers the entire risk to thesupplier and thereby induces the supplier’s first-besteffort. Flexible profit allocation is achieved by varyingthe unit penalty z* = v, where the upper bound on thepenalty �v ensures that the supplier earns non-negativeprofit and that the buyer does not order more than Dto exploit the high penalty fee.Although the unit penalty contract coordinates in

principle, there are complexities associated with itsimplementation that may make wholesale pricecontacts preferable. More specifically, unit penaltycontracts have the following two sources of transac-tion cost.10 First, suppliers may view penalties asunfair and may resist such contracts; this would likelyincrease both the length and cost of the bargainingprocess (LinkedIn Discussion 2011). Second, thebounded rationality and limited cognitive ability ofindividuals prevents them from fully optimizing thecontractual parameters, even with contract forms thatseem to be relatively simple.11

Let T represent this transaction cost, which weexpress as a percentage of the centralized supply




chain profit. For wholesale prices w such that the effi-ciency of the wholesale price contract exceeds100 � T%, it is optimal—from the aggregate supplychain perspective—to use the wholesale price con-tract. This is illustrated in panel (b) of Figure 3, whichshows the transaction cost T of the unit penalty con-tract as well as the wholesale price wt for which theefficiency of the wholesale price contract is 100 � T%.It follows that, for any wholesale price w ≥ wt, it isoptimal to use the wholesale price contract from anaggregate supply chain perspective.Moreover, one can argue that the wholesale price

contract is optimal not only from the aggregate sup-ply chain’s perspective but also from the individualfirm’s perspective. In other words, the wholesaleprice contract offers a Pareto improvement (withrespect to the coordinating contract), for buyer andsupplier both, when transaction costs are taken intoaccount. To see this, we should compare the two con-tracts under the same level of supplier bargainingpower a. We can then show the following: if thetransaction cost T is above some threshold, then therealways exists a set of wholesale prices such that thewholesale price contract achieves a Pareto improve-ment. The intuition is that in the theoretically extremecase when T approaches 100%, both firms’ expectedprofits approach zero. Since we can always find awholesale price contract under which both firms earnstrictly positive profits, it follows that wholesale price

contracts can offer Pareto improvement when thetransaction cost T is sufficiently high. For moredetails, see Proposition 15 in Appendix B.4.Next we study how our insights change in the con-

text of random yield.

5. Random Yield

In this section, we model disruptions in which therandom loss is stochastically proportional to theproduction quantity; that is, a larger productionquantity increases the likelihood of obtaining a lar-ger amount of usable output (Federgruen and Yang2008, 2009a,b, Tang and Kouvelis 2011). This modelapplies, for example, when manufacturers of semi-conductor or biotech products face uncertain yieldsin their manufacturing processes. The key distin-guishing feature of random yield versus randomcapacity is that supply risk can be mitigated notonly by increasing effort but also by producingmore than demand.We study two different cases that depend on the

supplier’s decision regarding production quantity. Insection 5.1, we examine the control scenario, in whichthe buyer’s order fully determines the supplier’s pro-duction quantity decision. In section 5.2, we investi-gate the delegation scenario, in which the supplierindependently determines his production quantityafter receiving the buyer’s order. For each case, we

2 4 6 8 1075

80

85

90

95

100

Wholesale Price

Effic

ienc

y (%

)

(a) (b)

Figure 3 Efficiency of Wholesale Price Contracts under Random Capacity and Contract Choice [Color figure can be viewed at wileyonlinelibrary.com]

Notes: Panel (a) depicts the supply chain efficiency (vertical axis) for random capacity when the cost of effort is hem and the wholesale price (horizontalaxis) ranges between the unit production cost c and the unit price p; here D = 100, K = 120, p = 10, c = 2, h = 100, and m = 2. Panel (b) depicts thetransaction cost T of the coordinating contract and illustrates when wholesale price contracts are preferred to the coordinating contract.




show how the basic model of section 3 can be appliedand discuss the performance of the wholesale pricecontract.

5.1. Control ScenarioIn the control scenario, the supplier’s productionquantity equals the buyer’s order quantity. Recallfrom the introduction that, in the floriculture indus-try, where yield issues are an important concern,wholesalers often outsource production to contractgrowers and provide them with seedlings, fertilizers,and chemicals; thus the wholesalers effectivelycontrol contract growers’ production quantities(MacDonald et al. 2004). More generally, Federgruenand Yang (2009a) argue that the control scenario iscommonly observed when the supplier cannot testthe quality of the manufactured products at his site.Full inspection at the supplier’s site is often impossi-ble or impractical (e.g., Baiman et al. 2000, Balachan-dran and Radhakrishnan 2005). This is the case (i)when the testing technology is proprietary, in whichcase the buyer deliberately limits—because of intellec-tual property concerns—the supplier’s ability todetect failures (Doucakis 2007, p. 23); or (ii) when theend product consists of multiple interacting compo-nents, each procured independently, which rules outtesting of any component in isolation by the supplier(Li et al. 2011). In such cases, the supplier cannot findout which product will pass the buyer’s quality test.Furthermore, the buyer will seldom accept a deliveryin excess of her order quantity because she incursappraisal cost. Therefore, the supplier has no choicebut to deliver only the ordered quantity, and thus thesupplier’s production quantity must equal the buyer’sorder quantity.

5.1.1. Model and Centralized Supply Chain. Thesupplier delivers a random quantity ~q ¼ ð1 � nÞq,where q is the order quantity and ξ is the random pro-portional loss. To focus on the effect of the random pro-portional loss, we assume here that the supplier hasno capacity constraints. We further assume that therandom loss is ξ = w/(e + 1), where w is uniformlydistributed in [0, 1] and the support of ξ is [0, 1/(e + 1)]. Let the density and CDF of the random pro-portional loss be denoted h(ξ|e) = e + 1 andH(ξ|e) = (e + 1)w, respectively, and let E½n� ¼ ley bethe expected random loss. Then the expected deliv-ered quantity is yðq; eÞ ¼ En½~q� and expected sales areSðq; eÞ ¼ En½minf~q; Dg�. In Appendix A.2, we extendthis model to the case where the random loss ξ fol-lows a general distribution.We assume that the supplier incurs the production

cost for all q units. This is a reasonable assumptionbecause yield and quality problems generally ariseafter all raw materials have been put into production.

Therefore, the cost is c(q, e) = cq + v(e). Assumption 2applies also in this random yield model.An interesting property of the random yield model

with control is that, in contrast with the randomcapacity model, expected sales are increasing in theorder quantity even when that quantity exceedsdemand (q > D). The reason is that the random loss isstochastically proportional to the order quantity q,which means that ordering more could increase thesupplier’s likelihood of delivering D units and thuscould increase expected sales. The technical proper-ties of expected sales, S(q, e), and of the expecteddelivered quantity, y(q, e), are summarized in Lemma2 (see Appendix B.2). We are now in a position tocharacterize optimal decisions in the centralized sup-ply chain.

PROPOSITION 5. Let Assumptions 1 and 2 hold. Then, inthe centralized supply chain with random yield, thereexist both an optimal order quantity qo and an optimaleffort level eo; moreover, the optimal order quantity qo isstrictly greater than the demand D.

The optimal decisions under random yield differqualitatively from those, described in Proposition 2,under random capacity; it is now optimal to order (or,equivalently, to produce) more than the demand(qo > D). Therefore, the decision maker can increaseexpected profit not only by exerting additional effortbut also by ordering more. The reason is that, as wementioned, expected sales increase with order quan-tity even when the order quantity exceeds demand.We now investigate how, in a decentralized setting,the need to coordinate both the buyer’s order inflationand the supplier’s effort results in dynamics that dif-fer from those under random capacity.

5.1.2. Performance of the Wholesale PriceContract. Our main finding is that the efficiency ofthe wholesale price contract generally decreases withthe supplier’s bargaining power. Therefore, thewholesale price contract is more likely to be preferredwhen the buyer is powerful.12 This result contrastssharply with the result for random capacity, wherethe efficiency of the wholesale price contract increaseswith w. The reason is as follows. Just as under randomcapacity, a higher wholesale price increases the sup-plier’s incentive to invest in reliability, which in turnincreases efficiency. At the same time, however,increasing w also reduces efficiency by diminishingthe buyer’s incentive to inflate her order quantity.Moreover, the buyer’s order quantity has a dominat-ing effect on the supply chain efficiency comparedwith the supplier’s effort, because the order quantityplays a dual role: it directly influences proportionalyield and indirectly generates incentives (via a larger




order size) for the supplier to invest effort. Note thatthe supplier bears no overage cost, which makes a lar-ger order quantity more effective at inducing effort.Therefore, the supply chain efficiency—like the orderquantity—decreases with the wholesale price.We now discuss the results that lead us to conclude

that efficiency is generally decreasing in the wholesaleprice under random yield with control.

PROPOSITION 6. Let Assumptions 1 and 2 hold. Then, forrandom yield with control, the efficiency of the wholesaleprice contract is monotonically decreasing in w forw 2 ½wc; p� if either of these sufficient conditions hold:(i) v(e) = he, and

wc¼�ð8pk2�32c�2pÞþ

ffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffiffið8pk2�32c�2pÞ2þ4pð16kþ9Þð7pþ32cÞ

q

2ð16kþ9Þ ;

where k ¼ 2 �ffiffiffiffi2hcD

q; or

(ii) wc ¼ c, v(e) = hem where m > 1, and either h orm is sufficiently large.

Part (i) gives sufficient conditions for efficiency to bemonotonically decreasing when the cost of effort islinear. In particular, it provides an explicit expressionfor the threshold wc. Part (ii) shows that efficiency isdecreasing in the entire range of wholesale prices—provided the cost of effort is sufficiently large.Figure 4 shows how the range of wholesale prices

for which the sufficient condition in Proposition 6(i)holds depends on the cost of effort h. The solid hori-zontal line represents the retail price (p = 12). Thedashed line shows the minimum feasible wholesale price,which is the minimum wholesale price for which thesupplier’s participation constraint can be satisfied;hence equilibria exist only above this line. The linedrawn through the square markers is the threshold wcgiven in Proposition 6(i), and it shows that the suffi-cient conditions hold for a fairly wide range of whole-sale prices. Moreover, Proposition 6(i) gives onlysufficient conditions and thus the monotonic trendcan hold also for wholesale prices even lower than wc.Indeed, the line drawn through triangular markersplots the actual threshold wholesale price—abovewhich efficiency is monotonically decreasing—andshows that the actual threshold is less than wc. Weremark that we can only compute the actual thresholdnumerically. Finally, for costs of effort h ≥ 40, themonotonic trend holds over the entire range of feasi-ble wholesale prices; this result is consistent withProposition 6(ii).To verify the robustness of our analytical findings,

we conduct a comprehensive numerical investigation.Toward that end, we use the following cost function:c(q, e) = cq + hem, where c, h > 0 and m ≥ 1.

Figure 5 plots supply chain efficiency as a functionof wholesale price for the same set of parameters usedto generate Figure 3. First of all, we observe a veryrobust decreasing trend in efficiency. Recall that thesupplier with all the bargaining power will choosethe maximum wholesale price and that the buyerwith all the bargaining power will choose the mini-mum wholesale price. Therefore, the efficiency isfairly high (about 98%) when the buyer is powerfulbut is relatively low (about 80%) when the supplier ispowerful. We then repeat our experiment with differ-ent parameter combinations, choosing seven valueseach for c, h, and m in the following ranges:c 2 [0.1, 5], h 2 [1, 100], and m 2 [1, 5]. We thereforeperform our analysis with 73 = 343 different combina-tions of parameters. We find that supply chain effi-ciency is monotonically decreasing with wholesaleprice in 84.3% of all cases. The remaining 15.7% ofcases exhibit a slight increase in efficiency (typicallyless than 0.1%) for small w only, yet otherwise thegeneral decreasing trend prevails.13

Having assessed the efficiency of the wholesaleprice contract, we now turn to the question of whichcontract to use when the wholesale price contractresults in low efficiency. The unit penalty contract nolonger coordinates because—even though it is opti-mal for the buyer to inflate her order quantity abovedemand—the supplier shares none of the overagerisk. One obvious way to share the overage cost isthrough a buy-back agreement. Indeed, we find that aunit-penalty with buy-back contract coordinates thesupply chain while allowing for arbitrary profit alloca-tion between the buyer and supplier.14

Figure 4 Threshold wc [Color figure can be viewed at wileyonlinelibrary.com]

Notes: This figure plots the threshold wc given in Proposition 6(i) whenthe cost of effort h varies from 0 to 80. Here the parameters areD = 100, p = 12, and c = 6.




PROPOSITION 7. Let Assumptions 1 and 2 hold. Then,there exists a continuum of unit-penalty with buy-backcontracts that satisfy the Karush–Kuhn–Tucker (KKT)conditions at (qo, eo) in optimization problem (3),allowing for arbitrary profit allocation.

We have established that our insights concerningrandom yield with control are substantially differentfrom those in the case of random capacity. Thisunderscores the pivotal role that the type of supplyrisk plays in the performance of contracts under unre-liable supply. Next, we investigate what happenswhen the buyer delegates the production quantitydecision to the supplier under random yield.

5.2. Delegation ScenarioThere are a number of contexts in which the buyermay delegate the production quantity decision to thesupplier (see e.g., Chick et al. 2008, Tang et al. 2014).In these contexts, it is possible that the buyer inflatesthe order quantity above demand, and the supplierfurther inflates the production quantity. This aspectof the scenario introduces an additional source ofinefficiency into the supply chain: The supplier mightinflate his production quantity, even if the buyer hasalready padded her order quantity to buffer againstyield losses. These buffers may accumulate and thusexacerbate inefficiency. We now examine whether thisis indeed the case.

5.2.1. Model and Centralized Supply Chain. Themodel is similar to that of the control scenario in sec-tion 5.1 except that the supplier determines his ownproduction quantity x. Therefore, we present onlythose parts of the model that differ from the controlscenario. The supplier delivers a random quantity~q ¼ minfq; ð1 � nÞxg, where q is the order quantity,x is the production quantity, and ξ is the random pro-portional loss defined in section 5.1. The expecteddelivered quantity is yðq; x; eÞ ¼ En½~q� and theexpected sales are Sðq; x; eÞ ¼ En½minf~q; Dg�. Thecost is c(x, e) = cx + v(e).The delegation scenario differs from the control sce-

nario in that, if the order quantity is larger than thedemand (q > D) then, as in the random capacitymodel, expected sales become constant. This isbecause, as long as q ≥ D, the probability of receivingD units depends only on the production quantity xand the effort e. Therefore, ordering more than D doesnot directly increase expected sales, and thus S(q, x, e)has a kink at q = D. Note, however, that a higher qdoes give the supplier an incentive to choose higher xand e, which would indirectly increase expected sales.The properties of S(q, x, e) and y(q, x, e) are summa-rized in Lemma 3 (see Appendix B.3).In the centralized supply chain, the order quantity

is redundant, and the decision maker chooses onlythe production quantity x and the effort e. Therefore,the optimal decisions in the centralized supply chainare the same as for the control scenario discussedin section 5.1 except that (a) we replace the orderquantity q with the production quantity x in Propo-sition 5 and (b) we refer to the optimal productionquantity as xo. We examine the decentralized setupnext.

5.2.2. Performance of the Wholesale PriceContract. We find that the efficiency associated withthe wholesale price contract exhibits a V-shaped pat-tern as the wholesale price (supplier’s bargainingpower) increases. We therefore argue that if eitherparty has most of the bargaining power then thewholesale price contract is likely to be preferred overmore complex contracts that could theoretically offerbetter performance. This result contrasts with the caseof random capacity and also with the case of randomyield with control.The intuition for the V-shaped pattern is as fol-

lows. Recall that in the control scenario the buyer’sorder quantity played a dual role: It directly influ-enced proportional yield and indirectly generatedincentives for the supplier to invest effort via a largerorder size. However, since in the delegation scenariothe supplier determines the production quantity, thebuyer’s order no longer plays a dual role, but canonly provide the supplier with an indirect incentive

2 4 6 8 1080

85

90

95

100

Wholesale Price

Effic

ienc

y (%

)

Figure 5 Efficiency of Wholesale Price Contracts under Random Yieldwith Control [Color figure can be viewed at wileyonlinelibrary.com]

Notes: This figure depicts the efficiency (vertical axis) under random yieldwith control when the wholesale price (horizontal axis) ranges betweenthe unit production cost c and the unit price p; here the parameters areD = 100, p = 10, c = 2, h = 100, and m = 2. Note that, in the randomyield case, if the wholesale price w is close to the unit production cost c,then there is no feasible solution—because the supplier’s participationconstraint cannot be satisfied.




to exert effort. Therefore, the buyer whose profitmargin is p � w finds it profitable to inflate the orderquantity only up to a threshold wholesale price. Theefficiency trend for delegation parallels the one inthe control scenario up to this threshold. Above thethreshold wholesale price, the buyer does not inflateat all and the supplier unilaterally determines hiseffort as well as the production quantity. Hence sup-ply chain efficiency increases in the supplier’s bar-gaining power, or equivalently, in the wholesaleprice (as in the case of random capacity), thus givingrise to the V-shape.We now discuss the results that lead us to conclude

that efficiency exhibits a V-shaped pattern. First, weanalytically show that if the wholesale price w is suffi-ciently large, then the efficiency of the wholesale pricecontract monotonically increases with w. This trendcorresponds to the right-hand side of the V-shape.

PROPOSITION 8. Let Assumptions 1 and 2 hold. Then,there exists a wd \ p such that the efficiency associatedwith the wholesale price contract is monotonicallyincreasing in w 2 ½wd; p�.

Second, we numerically verify the results by exam-ining the efficiency pattern of the wholesale pricecontract across the entire bargaining power spectrum.For this purpose, we use the same cost function asfor the numerical analysis in section 5.1: c(q, e) =cq + hem, where c, h > 0 and m ≥ 1. Figure 6 illustratesthat efficiency follows a clear V-shaped pattern as afunction of the wholesale price. The lowest efficiencyis 95.9%, at the bottom of the V-shape. When w is low,the efficiency rises to 98.3%, and when w is high, itrises to 100%. We analyze 343 different cases—usingthe same parameter combinations as in section 5.1—and observe an unambiguous V-shape in 88.9% ofthem. In 11.1% of the cases, we again observe a promi-nent V-shape, but with a slight increase (typically lessthan 0.1%) in efficiency when w is very low, at the leftextreme of the bargaining power spectrum, followedby the expected V-shaped pattern.Our results suggest that when using incentives to

improve supply reliability in a decentralized supplychain, one must consider whether the buyer controlsor delegates the production quantity decision, inaddition to bargaining power and the nature of sup-ply risk. An interesting result in the delegation sce-nario is that as the supplier—the agent undertakingunverifiable action—earns greater margin (and there-fore payoff), the efficiency trend is neither increasing(as with random capacity) nor decreasing (as withrandom yield with control); instead, the efficiency fol-lows a V-shaped pattern.To consolidate this insight, there is still one remain-

ing loose end—namely, which contract coordinates in

the delegation scenario? We find that the unit-penaltycontract coordinates the supply chain by making thesupplier the residual claimant, as it does under ran-dom capacity.

PROPOSITION 9. Let Assumptions 1 and 2 hold. Then,there exists a �v [ 0 such that the following unit penaltycontracts coordinate the supply chain: w* = p � v,z* = v, where 0 � v � �v. The buyer’s expected profit isthen pb = vD.

The unit penalty contract coordinates the supplychain with flexible profit allocation despite the addi-tional dimension of moral hazard (production quan-tity) as compared with the control scenario, in whichcoordination requires the more complex unit-penaltywith buy-back contract. The intuition is that if thepenalty fee is set equal to the margin (and is not toolarge), then the buyer does not inflate the order,because she can earn her margin through either a saleor the penalty imposed on the supplier. Therefore, thesupplier faces exactly the same trade-offs as the cen-tralized decision maker and thus chooses the first-besteffort and production quantity.

6. Conclusions

Our research is motivated by the widespread preva-lence of wholesale price contracts in settings withunreliable supply that could be improved by the sup-plier. Specifically, we investigate when and why

2 4 6 8 1095

96

97

98

99

100

Wholesale Price

Effic

ienc

y (%

)

Figure 6 Efficiency of Wholesale Price Contracts under Random Yieldwith Delegation [Color figure can be viewed at wileyonlinelibrary.com]

Notes: This figure plots supply chain efficiency (vertical axis) underrandom yield with delegation when the wholesale price (horizontal axis)ranges between the unit production cost c and the unit price p.Parameters: D = 100, p = 10, c = 2, h = 100, and m = 2.




wholesale price contracts can be used to generate effi-cient outcomes in a decentralized supply chain. Wecharacterize how the performance of the wholesaleprice contract depends on the interplay between thetype of supply risk (random capacity versus randomyield) and type of procurement process (control ver-sus delegation). In this way, we demonstrate thatcareful appreciation of the operational features of thesetting is instrumental in identifying the circum-stances under which wholesale price contracts per-form well.When a supplier invests unverifiable effort (e.g.,

reliability investment), coarse intuition might suggestthat the supplier will invest more effort if he cannegotiate a higher share of the supply chain profit,thereby increasing efficiency. We find this intuition tobe correct in our setting with random capacity. How-ever, the scenario of random yield with control exhi-bits the exact opposite trend, and for random yieldwith delegation, we find that supply chain efficiencyis no longer monotonic in bargaining power butinstead is V-shaped.Even though they are suboptimal in theory, whole-

sale price contracts may be preferred to complexcontracts that come with a transaction cost—a phe-nomenon we refer to as a preference for “appropri-ate” contracts. Our findings translate into simpleinsights that have the potential to inform managerialdecisions. To illustrate, compare the following twoscenarios: (i) Nike sources garments from SabrinaGarment Manufacturing, and (ii) Apple sourcessemiconductor chips from Samsung (BloombergBusiness 2015, CNN 2013). Sabrina is based in Cam-bodia, and has encountered labor disruptions (ran-dom capacity), whereas Samsung has to contendwith random yield. Both Nike and Apple form thebulk of their respective suppliers’ business, and thushave greater bargaining power in the respective rela-tionships (The Wall Street Journal 2013). Althoughboth firms face supply risk, our results indicate thatthe wholesale price contract would generate highefficiency for Apple’s supply chain, but result in lowefficiency for Nike’s.We believe our findings offer guidance regarding

when and why to use the wholesale price contract—or instead a more complex coordinating contract—and identify the role played by the types of supplyrisk and procurement process in this outcome.

Acknowledgments

We are grateful to Albert Ha, the Senior Editor, and thereviewers for their constructive feedback that helped signifi-cantly improve this study. Woonam Hwang received aresearch grant from the Deloitte Institute of Innovation andEntrepreneurship.

Appendix A. General ModelUnless otherwise specified, all the results inAppendix B (technical results), Appendix C (tables),and online Appendix S1 (proofs of all results) arebased on the general model we define in thisAppendix A.

A.1. Random CapacityWe generalize the assumption that the random loss ξis uniformly distributed. The random loss isξ = fc(w, e), where w is a random variable that cap-tures the underlying supply risk and fc is a functionthat models the dependence of the random loss on thesupplier’s effort e. We make the following technicalassumption, which our basic model with the uniformdistribution satisfies.


(i) The random loss ξ has support [0, ac(e)], where bothG(ξ|e) (the CDF) and ac(e) are twice continuouslydifferentiable with finite derivatives in e ≥ 0 andn 2 ½0; acðeÞ�.

(ii) Either of the following holds:(a) ac(e) = K, @G(ξ|e)/@e > 0, and @2GðnjeÞ=@e2

\ 0 for e ≥ 0 and ξ 2 (0, K).(b) ac(0) = K, a0cðeÞ\ 0, @G(ξ|e)/@e > 0, and

@2GðnjeÞ=@e2 � 0 for e ≥ 0 and n 2 ð0; acðeÞ�.Part (ii) implies that the effort e mitigates the ran-

dom loss ξ in the sense of first-order stochastic domi-nance (FOSD) with decreasing returns to scale.Moreover, the supplier’s effort achieves the stochasticdominance either by shifting the CDF upward whilepreserving the support of the random loss (as in part(a)) or by reducing the support of the random loss (asin part (b)).With this generalized model and Assumption 3,

both Proposition 2 and Proposition 4 continue to hold.However, Proposition 3 no longer holds; we haveinstead the following weaker results for monotonicity.

PROPOSITION 10. Let Assumptions 1, 2, and 3 hold.Then, for random capacity, the efficiency of the wholesaleprice contract is monotonically increasing in w forw 2 [w, p] if either of these sufficient conditions holds:(i) w is sufficiently close to the unit price p; or(ii) w = c and the buyer’s optimal order quantity is

equal to the demand D.

In part (i) we show that the supply chain efficiencyis monotonically increasing in the wholesale price (orin the supplier’s bargaining power) when the whole-sale price is sufficiently high. In (ii), we show that thismonotonicity result holds over the entire interval,w 2 [c, p], provided the buyer always orders D units.




We have also numerically verified that this efficiencytrend continues to hold when the loss distribution istriangular or of beta type; for the sake of brevity, weomit the details.

A.2. Random Yield: Control ScenarioWe generalize the assumption that the random loss ξis uniformly distributed. The random loss isξ = fy(w, e), where w is a random variable that cap-tures the underlying supply risk and fy is a functionthat models the dependence of the random loss on thesupplier’s effort e. We make the following technicalassumption, which our basic model with the uniformdistribution satisfies.


(i) The random loss ξ has support [0, ay(e)], whereboth H(ξ|e) (the CDF) and ay(e) are thricecontinuously differentiable with finite derivatives ine ≥ 0 and n 2 ½0; ayðeÞ�.

(ii) Either of the following holds:(a) ay(e) = 1, @H(ξ|e)/@e > 0, and @2HðnjeÞ=@e2

\ 0 for e ≥ 0 and ξ 2 (0, 1).(b) ay(0) = 1, a0yðeÞ\ 0, @H(ξ|e)/@e > 0, and

@2HðnjeÞ=@e2 � 0 for e ≥ 0 and n 2 ð0; ayðeÞ�.Part (ii) implies that the effort e mitigates the ran-

dom loss ξ in the sense of FOSD with decreasingreturns to scale. Moreover, the supplier’s effortachieves the stochastic dominance either by shiftingthe CDF upward while preserving the support of therandom loss (as in part (a)) or by reducing the supportof the random loss (as in part (b)).With this generalized model and Assumption 4, the

statements in Proposition 5, Proposition 6(ii), andProposition 7 continue to hold. Now, however, Propo-sition 6(i) no longer holds; instead we obtain the fol-lowing weaker result.

PROPOSITION 11. Let Assumptions 1, 2, and 4 hold. Then,under random yield with control, the efficiency of thewholesale price contract is monotonically decreasing in wfor w 2 ½wc; p�, provided that wc is sufficiently close to p.

Proposition 11 shows that, if the wholesale price issufficiently high, then supply chain efficiencydecreases with the supplier’s bargaining power (orthe wholesale price).Moreover, we numerically verify the monotonicity

result. Recall that our model assumes the loss distri-bution to have a bounded support and to exhibit first-order stochastic dominance as effort increases. Theuniform distribution we use in the basic model exhi-bits FOSD as the support shrinks with greater effort.We consider two other loss distributions that havebounded and fixed support: a triangular distribution

and a beta-type distribution. The triangular distribu-tion exhibits FOSD as the mode approaches zero withgreater effort, while the support remains fixed. Forthe beta-type distribution we consider, the CDF has aclosed-form expression;15 this function exhibits FOSDas the mode approaches zero while the supportremains fixed (see Jones 2009). This beta-type distri-bution is quite flexible and encompasses a variety ofbell shapes.We conduct a comprehensive numerical analysis

with the triangular and beta-type distributions, andfind that the decreasing efficiency trend is robust.Specifically, we explore the triangular distributionwith the same parameter combinations as used forexamining the uniform distribution16 and find thatefficiency is completely monotonic in every case. Forthe beta-type distribution, we conduct the numericalanalysis with a narrower range of parameters toensure feasibility, and again find that efficiency ismonotonic in 97.8% of the cases.17 The remaining2.2% of the cases exhibit a slight increase for small w,but again the general decreasing trend persists.

A.3. Random Yield: Delegation ScenarioThe basic model for the uniform distribution in sec-tion 5.2 introduces only those modeling elements thatdiffer from the control scenario. That basic model canbe immediately extended to the general model with-out any changes. We need to only make the followingassumption for tractability, which our basic modelwith the uniform distribution satisfies.

ASSUMPTION 5. The expected delivered quantityy(q, x, e) is jointly concave in q and e, and also in x ande, in the feasible region of problem (3).

Under Assumption 5, both Proposition 8 and Pro-position 9 continue to hold. We conduct a comprehen-sive numerical analysis with the triangular and beta-type distributions and with the same combinations ofparameters as used in Appendix A.2, finding that theV-shaped pattern is robust. With the triangular distri-bution, we observe an unambiguous V-shape in85.1% of the cases; in 1.4% of the cases, we find a pro-minent V-shape but with a slight increase in efficiencyat the left extreme of the V. In 13.5% of the cases, effi-ciency is just increasing. However, these are excep-tional cases in which the unit production cost c is sohigh that feasible solutions exist only when thewholesale price w is greater than 90% of the retailprice p. For the beta-type distribution, we observe anunambiguous V-shape in 97.1% of the cases. In 1.9%of the cases, we find a prominent V-shape but with aslight increase in efficiency at the left extreme of theV, and in 1% of the cases, the efficiency was justincreasing.




Appendix B. Technical Results

B.1. Random CapacityThe following lemma holds under the general modeldefined in Appendix A, and it establishes both theproperties of and the relationship between expectedsales and expected delivered quantity.

LEMMA 1. Let Assumptions 2 and 3 hold. Then the fol-lowing holds.

(i) S(q, e) = y(q, e) if q ≤ D, and S(q, e) = y(D, e) ifq > D.

(ii) y(q, e) is increasing and concave in both q and e.18

Also, y(q, e) is twice continuously differentiable inq and e, except when q = K � ac(e), in which casey(q, e) is once continuously differentiable.

The next proposition holds under our basic modelwith the uniform distribution, and—together withProposition 1—allows us to interpret the wholesaleprice w as a proxy for the supplier’s bargainingpower a.

PROPOSITION 12. The buyer’s and the supplier’sexpected profits at equilibrium, p�bðwÞ and p�s ðwÞ, satisfythe following: (i) p�bðwÞ and p�s ðwÞ are both continuousin w and (ii) p�s ðwÞ is strictly increasing in w ifp < 3c.

B.2. Random Yield: Control ScenarioThe following lemma holds under the general modeldefined in Appendix A, and it establishes both theproperties of and the relationship between expectedsales and expected delivered quantity.

LEMMA 2. Let Assumptions 2 and 4 hold. Then the fol-lowing holds.

(i) If q ≤ D, then S(q, e) = y(q, e). If q > D, thenS(q, e) < y(q, e).

(ii) y(q, e) and S(q, e) are increasing and concave inboth q and e.19 Also, y(q, e) and S(q, e) are thricecontinuously differentiable in q and e, except thatS(q, e) is once continuously differentiable (a) in qwhen q = D, and (b) in q and e when q = D/(1 � ay(e)).

The next proposition holds under the generalmodel defined in Appendix A, and—together withProposition 1—allows us to interpret the whole-sale price w as a proxy for the supplier’s bargainingpower a.

PROPOSITION 13. The buyer’s and the supplier’s expectedprofits at equilibrium, p�bðwÞ and p�s ðwÞ, satisfy the

following: (i) p�bðwÞ and p�s ðwÞ are both continuous in wand (ii) p�bðwÞ is strictly decreasing in w.

B.3. Random Yield: Delegation ScenarioThe following lemma holds under the general modeldefined in Appendix A, and it establishes both theproperties of and the relationship between expectedsales and expected delivered quantity. The differencefrom the control scenario is that the expected sales donot depend on the order quantity q when the buyerorders at least D units. Hence, the expected sales S(q, x, e) have a kink at q = D.

LEMMA 3. Let Assumptions 2 and 4 hold. If the supplierdetermines his own production quantity, then the follow-ing holds.

(i) If q ≤ D, then S(q, x, e) = y(q, x, e). If q > D, thenS(q, x, e) = y(D, x, e).

(ii) y(q, x, e) is increasing and concave in both x and e.Also, y(q, x, e) is thrice continuously differentiablein x and e, except that it is once continuouslydifferentiable (a) in x when x = q, and (b) in x ande when x = q/(1 � ay(e)).

The next proposition holds under our basic modelwith the uniform distribution, and—together withProposition 1—allows us to interpret the wholesaleprice w as a proxy for the supplier’s bargainingpower a.

PROPOSITION 14. The buyer’s and the supplier’s expectedprofits at equilibrium, p�bðwÞ and p�s ðwÞ, satisfy the fol-lowing: (i) p�bðwÞ and p�s ðwÞ are both continuous in wand (ii) p�bðwÞ is strictly decreasing in w if p ≤ 2c andv(e) = he, where h ≥ (5/7) 9 cD.

B.4. Other ResultsThe next lemma gives the conditions equivalent toAssumption 1(i) for each type of supply risk.

LEMMA 4. Assumption 1(i) is equivalent to (i) p > c forrandom capacity, and (ii) pð1 � l0yÞ [ c for randomyield.

The following proposition states that if the transac-tion cost T of a coordinating contract is sufficientlyhigh, then the wholesale price contract is actually Par-eto efficient compared to the coordinating contractbecause of the high transaction cost.

PROPOSITION 15. There exists a threshold T0 > 0 suchthat if the transaction cost of a coordinating contract Texceeds this threshold T0, then there exists a set of




wholesale prices for which the wholesale price contract isPareto efficient compared to the coordinating contract.

Appendix C. TablesThe results in these tables apply to the general modeldefined in Appendix A. We use “+” and “�” tosignify “strictly positive” and “strictly negative,”respectively.

Notes1Supply chain efficiency is the ratio of the expected profitin the decentralized supply chain to the optimal expectedprofit in the centralized supply chain.2We use the Nash bargaining model with asymmetric bar-gaining power to model the bargaining process, and Pro-position 1 establishes that the equilibrium wholesale priceincreases with the supplier’s bargaining power. Hence,throughout the study, we use wholesale price as a proxyfor the supplier’s bargaining power.3We do not directly compare the efficiencies of wholesaleprice contracts under random capacity and random yieldon a point-by-point basis, because they are two differentmodels. Instead, we compare only whether the efficiencyunder each model is increasing or decreasing with thesupplier’s bargaining power.4There is also an emergent stream of literature that investi-gates the role of network configuration in determiningsupply reliability (see e.g., Ang et al. 2017, Bimpikis et al.2013, Jain et al. 2014, Lim et al. 2013).5Over the past two decades, coordinating contracts havereceived much attention in the supply chain managementliterature. Numerous studies have identified coordinatingcontracts in different business contexts (for a review, seeCachon 2003).

6In the context of random yield, such contracts are alsoreferred to as quality-based incentive pricing (Q-pricing)contracts (Baiman et al. 2004).7Zhou (1997) shows that the Nash bargaining model withasymmetric bargaining power can be extended to the casewhen the payoff set (i.e., fðp�bðwÞ; p�s ðwÞg in our case) isnon-convex, as in our model, for the bargaining powerparameter a 2 (0, 1). The supplier has all the bargainingpower in the limit as a ? 1, whereas the buyer has all thebargaining power in the limit as a ? 0.8Monotonicity and convexity/concavity results are allused in the weak sense throughout the study, unless sta-ted otherwise.9We remark that analyses that calibrate the performanceof simple contracts are typically hard problems thatrequire specific assumptions about the functional form ofthe uncertainty distributions involved (Chu and Sapping-ton 2007, Rogerson 2003). Our context with endogenousyield, and our focus on the sensitivity analysis of supplychain efficiency, pose additional analytical challenges. Forthese reasons, we restrict our focus (in the main text) tothe case where ξ is uniformly distributed and then extendthe results to a general distribution in Appendix A.10Coase (1960) and Dahlman (1979) argue that transactioncost consists of three components: (i) search and informa-tion costs, (ii) bargaining and decision costs, and (iii)policing and enforcement costs. In our context, the trans-action cost we identify mostly belongs to the second com-ponent (bargaining and decision costs).11Ho and Zhang (2008) experimentally show that, in con-trast to theoretical predictions, two-part tariffs may notimprove supply chain profits over those obtained withwholesale price contracts in the typical setting of doublemarginalization.12Moreover, using a similar argument to that in the lastparagraph of section 4, one can argue that the wholesaleprice contract is Pareto efficient compared to the coordi-nating contract when the buyer is powerful once transac-tion costs are considered.13The reason why the decreasing monotonic trend may nothold when w is sufficiently close to c is that both effortand quantity exhibit diminishing marginal impact (returnsto scale) on expected sales and therefore on efficiency; therelevant derivatives can be found in Table C2 (seeAppendix C). This means that, as w increases, the mar-ginal increase in efficiency due to additional effort isgreater when w is close to c, and the baseline effort issmall; the corresponding marginal loss in efficiency due toa reduced order quantity is less significant. It follows thatthe monotonic trend in efficiency could be contravenedonly if w were close to c, a conclusion in line with Propo-sition 6.14Although Proposition 7 checks only the necessary KKTconditions, we numerically confirm that a unit-penaltywith buy-back contract does coordinate the supply chainunder the parameters used in our numerical analysis.15Specifically, the CDF is HðnjeÞ ¼ 1 � ð1 � naÞe, where ais a parameter and e is the effort level.16We choose seven values each for c, h, and m in the fol-lowing ranges: c 2 [0.1, 5],h 2 [1, 100], and m 2 [1, 5]. We

Table C1 Derivatives of y(q, e) under Random Capacity

Derivatives 0 ≤ q ≤ K � ac(e) K � ac(e) < q ≤ K@yðq; eÞ

@q ;@2yðq; eÞ

@q2+, 0 +, �

@yðq; eÞ@e ;

@2yðq; eÞ@e2

0, 0 +, �

Table C2 Derivatives of y(q, e) and S(q, e) under Random Yieldwith Control

Derivatives 0 ≤ q ≤ D D\ q � D1� ay ðeÞ D1� ay ðeÞ \ q@yðq; eÞ

@q ;@2yðq; eÞ

@q2+, 0 +, 0 +, 0

@yðq; eÞ@e ;

@2yðq; eÞ@e2

+, � +, � +, �@Sðq; eÞ

@q ;@2Sðq; eÞ

@q2+, 0 +, � 0, 0

@Sðq; eÞ@e ;

@2Sðq; eÞ@e2

+, � +, � 0, 0




therefore perform our analysis with 73 = 343 differentcombinations of parameters.17The beta-type distribution generally results in higheryield losses than other distributions do, and these lossesare increasing in the parameter a in the CDF. Therefore,we use a narrower range of parameters to ensure feasiblesolutions. Specifically, we choose five values each for a, c,h, and m in the following ranges: a 2 [1, 3],c 2 ½0:1; �c�; h 2 ½1; �h�, and m 2 [1, 5], where (i)�c ¼ 3; �h ¼ 100 for a = 1 and 1.5; (ii) �c ¼ 2; �h ¼ 50 fora = 2 and 2.5; and (iii) �c ¼ 1; �h ¼ 50 for a = 3. Thesecombinations result in 54 = 625 cases.18The detailed derivatives are summarized in Table C1(see Appendix C).19Note that y(q, e) is linear in q. The detailed derivativesare summarized in Table C2 (see Appendix C).

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