平台与商家间动态合作广告模式的选择及其与联合促销的协同
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作者单位:

1.厦门大学管理学院;2.厦门理工学院 经济与管理学院

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基金项目:

国家自然科学基金项目(面上项目,72371212); 福建省自然科学基金项目(2022J01040)


Dynamic cooperative advertising strategies between online platforms and etailers and their synergy with joint promotion
Author:
Affiliation:

1.The School of Management, Xiamen University;2.School of Economics and Management, Xiamen University of Technology

Fund Project:

The National Natural Science Foundation of China (General Program, 72371212);The Natural Science Foundation of Fujian Provience (2022J01040)

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    摘要:

    电子商务平台不仅为商家提供线上销售渠道,还衍生出形式丰富的在线广告服务与合作生态。本文基于广告投入、促销努力等核心营销要素,构建了平台与入驻商家间关于合作广告模式及其与联合促销的协调问题的动态博弈模型,分别探讨了不考虑与考虑联合促销的这两种情形下双方的动态合作广告策略,并明确区分了广告合作中直接合作广告模式与间接合作广告模式的适用场景。研究发现:(1)在直接合作广告模式下,平台会根据商家广告投入量来确定所赠送的流量,即“多买多赠”;在间接合作广告模式下,平台根据佣金率、广告机会成本和商家产品毛利等因素来设定最优广告成本分担比例。(2)不考虑联合促销时,平台的最优合作广告模式的选择受产品毛利影响——产品毛利越高,平台选择直接合作广告模式越有利;考虑联合促销时,平台的最优合作广告模式选择还受商家促销效率的影响——商家促销效率越高,平台采取间接合作广告模式越有利。(3)对于低毛利产品,平台会增加联合促销投入,而对于高毛利产品,平台会降低联合促销投入。(4)联合促销可以与广告投入形成协同效应,既能降低平台与商家广告投入,也能有效提升产品销量。上述研究发现为电子商务平台与商家在制定合作广告策略时提供了理论依据和实践参考,有助于在不同市场环境下优化促销与广告投入组合,进而提升整体营销效益。

    Abstract:

    E-commerce platforms provide online sales channels for merchants and generate various forms of online advertising services and a cooperation ecosystem. This paper constructs a dynamic game model between the platform and the merchant based on core marketing elements, such as advertising investment and promotion effort, and discusses the cooperative advertising mode and its coordination with joint promotion. The dynamic cooperative advertising strategies of the two parties without and with joint promotion are discussed, and the applicability scenarios of direct and indirect cooperative advertising models are clearly distinguished. The research findings include: 1) Under the direct cooperative advertising model, the platform adopts a “buy more, get more free” support program. Under the indirect cooperative advertising model, the platform’s optimal advertising cost-sharing ratio is influenced only by product and platform characteristics, not by promotional factors. 2) Without joint promotion, the platform’s optimal choice of cooperative advertising mode decision is influenced by the product’s gross profit. The higher the gross profit, the more favorable the platform’s preference for the direct cooperative advertising mode. With joint promotion, the platform’s optimal choice of advertising mode decision is also affected by the merchant's promotional efficiency. The higher the merchant’s promotional efficiency, the more favorable the platform’s preference for the indirect cooperative advertising mode. 3) For low-margin products, the platform increases joint promotion investment. Whereas, for high-margin products, the platform decreases this investment. 4) Joint promotion can form a synergy effect with advertising investment, which can not only reduce the advertising investment of the platform and merchants, but also effectively increase product sales. These findings provide a theoretical basis and managerial insights for platforms and merchants in formulating cooperative advertising strategies, which can help optimize the combination of promotional and advertising inputs in different market environments, thus enhancing overall marketing effectiveness.

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历史
  • 收稿日期:2025-05-09
  • 最后修改日期:2026-03-23
  • 录用日期:2026-04-21
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