On the manipulation of transfer prices in a static environment

In a static environment, J. Hirschleifer's marginal cost solution to the transfer pricing problem is commonly accepted as analytically correct. However, actual pricing practice within Western corporations and socialist‐planned economies generally deviates from marginal cost pricing. Some form of average cost pricing is more commonly chosen. Recently in this journal, H. Enzer has claimed to show that some form of average cost pricing is indeed the analytically correct solution to the transfer pricing problem when choice of technique and manipulation are allowed. Enzer claims that optimal decisions made by each of two divisions according to their individual self‐interests are made compatible with overall firm optimization when the transfer price assigned to the internally‐transferred commodity is any form of average cost. We show that the marginal cost solution is correct for Enzer's problem in the absence of manipulation by either division. Indeed, this was all that Hirschleifer claimed. In the process, we uncover a fundamental mathematical error in Enzer's argument. When manipulation of the transfer price by divisions is allowed, we demonstrate the faults with Enzer's average cost solution and conclude Hirschleifer's original statements on manipulation to be correct even in Enzer's environment. A final section briefly indicates the importance to the transfer pricing problem of a growing body of economic literature on incentive structures.