Two  researchers from the University of Tennessee and Xavier University in a recent article in IndustryWeek addressed the ever-debated idea of sharing information with channel partners.
 
The authors acknowledge that there is a perceived “dark side” that can possibly outweigh the benefits of sharing information with channel partners. But the authors also argue that both buyers and suppliers benefit from sharing information, and that even if one benefits more, it still helps build efficiencies in the entire supply chain: “If managers see relative gains as more important than absolute gains, it can undermine long-term cooperation within supply chains. There is a saying that, …