Measuring performance based on sell-through is often justified on the grounds that the manufacturer's sales force does not control sell-in.
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Q4: Pricing obstacles refer to situations in which
Q5: The bullwhip effect moves a supply chain
Q6: Behavioral obstacles are often related to the
Q7: When a single stage controls replenishment decisions
Q8: Managers can encourage the bullwhip effect by
Q10: Incentive obstacles refer to situations where incentives
Q11: With an uncoordinated supply chain each stage
Q12: Improperly structured sales force incentives are a
Q13: Tying allocation to past sales removes any
Q14: Trade promotions and other short-term discounts offered
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