Competition and cooperation in a supply chain with an offline showroom under asymmetric information

Offline showrooms develop rapidly to resolve consumers’ uncertainty about whether products fit their needs when they purchase online. This paper considers a supply chain where an offline showroom provides experience service for an existing online retailer and intends to introduce a new competing online retailer to satisfy consumers’ heterogeneous demand. The offline showroom has better knowledge of demand information due to closer to offline consumers. We examine the impact of competition and the offline showroom's optimal channel cooperation strategy under asymmetric information and analyse the equilibrium results under the optimal strategy to shed light on channel cooperation and information strategy for supply chain members. We find that under asymmetric information competition prompts the offline showroom to conceal information which generates signal cost (negative information effect) and to increase experience service level which creates value (positive service effect). The optimal channel cooperation strategy depends on the trade-off between these effects. We also find that competition increases the existing online retailer's profit in some conditions. Besides, in some conditions information asymmetry harms all supply chain members, which suggests the offline showroom to share information with the online retailers; in some conditions, information asymmetry harms the offline showroom but benefits the online retailers.