Strategic communication for capacity alignment with pricing in a supply chain

Leon Yang Chu, Noam Shamir, Hyoduk Shin

Research output: Contribution to journalArticlepeer-review

47 Scopus citations


We study a supply chain comprised of a retailer who sources a product from a manufacturer. The retailer has superior forecast information about market demand, and the manufacturer builds the capacity and sets the wholesale price prior to demand realization. We explore forecast information sharing between the retailer and the manufacturer by means of cheap talk. We show that meaningful forecast information can be shared truthfully only before the manufacturer sets both the capacity and the wholesale price. By sharing the demand forecast with the manufacturer, the retailer faces the tradeoffs between inflating the forecast to convince the manufacturer to increase capacity and deflating the forecast to persuade the manufacturer to offer a lower wholesale price. When the value of forecast information sharing is high, the trade-offs are balanced, and incentives are aligned, leading to truthful information sharing. Moreover, we find that larger demand uncertainty can promote credible information sharing and, surprisingly, can benefit both firms. Finally, we demonstrate that under general distributions, in equilibrium, firms share forecasts as a form of range/interval, which has been also implemented in practice.

Original languageEnglish (US)
Pages (from-to)4366-4388
Number of pages23
JournalManagement Science
Issue number12
StatePublished - Dec 2017


  • Forecasting
  • Information sharing
  • Inventory production
  • Manufacturing: strategy
  • Marketing-pricing

ASJC Scopus subject areas

  • Strategy and Management
  • Management Science and Operations Research


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