Study on Returns Polices How to Influence Sale under Demand Uncertainty
市场不确定环境下返还政策对销售的影响研究

Retail's inventories returns policies is a common means to increase sales and improve profits for manufacturer.By means of gaming theory,the paper studies three polices including no returns policies and full returns polices and discount returns polices how to influence competitive retailers' conduct and manufacture's sale quantity and profits.The study shows some results.Returns policies reduce retailers' price competition risk and sale quantity under low market demand.At the same time,returns policies intensify retailers' price competition risk and increase sale quantity under high market demand.Returns policies can increase manufacture's profit when manufacture's marginal production cost is low enough.At the same time,manufacture's profit under discount returns polices may be higher than profit under full returns polices when the discount rate of discount returns polices is reasonable.