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Retail Contracting: Theory and Practice

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Author Info
Lafontaine, F.
Slade, M.

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Abstract

We summarize a number of regularities that arise in the empirical literature on contractual relationships between manufacturers and their exclusive resellers. We do this by using studies of traditional and business-format-franchise relationships, as well as studies of sales- force-integration decisions.

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Publisher Info
Paper provided by Universite Aix-Marseille III in its series G.R.E.Q.A.M. with number 96b09.

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Length: 22 pages
Date of creation: 1996
Date of revision:
Handle: RePEc:fth:aixmeq:96b09

Contact details of provider:
Postal: G.R.E.Q.A.M., (GROUPE DE RECHERCHE EN ECONOMIE QUANTITATIVE D'AIX MARSEILLE), CENTRE DE VIEILLE CHARITE, 2 RUE DE LA CHARITE, 13002 MARSEILLE.
Phone: 04.91.14.07.70
Fax: 04.91.90.02.27
Email:
Web page: http://www.vcharite.univ-mrs.fr/GREQAM/
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Related research
Keywords: COSTS; SALES; CONTRACTS; MORAL HAZARD;

Other versions of this item:

Find related papers by JEL classification:
D30 - Microeconomics - - Distribution - - - General
D40 - Microeconomics - - Market Structure and Pricing - - - General
L20 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - General
L80 - Industrial Organization - - Industry Studies: Services - - - General

Cited by:
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  1. Rachael Goodhue & Dale Heien & Hyunok Lee & Daniel Sumner, 2003. "Contracts and Quality in the California Winegrape Industry," Review of Industrial Organization, Springer, vol. 23(3), pages 267-282, December. [Downloadable!] (restricted)
    Other versions:
  2. Benito Arruñada & Luis Vázquez & Giorgio Zanarone, 2009. "Institutional constraints on organizations: the case of Spanish car dealerships," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 30(1), pages 15-26. [Downloadable!]
    Other versions:
  3. Salvatore Piccolo & David Martimort, 2006. "The Strategic Value of Incomplete Contracting in a Competing Hierarchies Environment," CSEF Working Papers 160, Centre for Studies in Economics and Finance (CSEF), University of Naples, Italy, revised 08 Dec 2006. [Downloadable!]
  4. TAKECHI Kazutaka, 2008. "International Strategic Alliances for Local Market Entry: Direct Launches versus Marketing Alliances in Pharmaceuticals," Discussion papers 08022, Research Institute of Economy, Trade and Industry (RIETI). [Downloadable!]
  5. Milliou, Chrysovalantou & Petrakis, Emmanuel & Vettas, Nikolaos, 2003. "Endogenous Contracts Under Bargaining in Competing Vertical Chains," CEPR Discussion Papers 3976, C.E.P.R. Discussion Papers. [Downloadable!] (restricted)
  6. Affuso, L., 2000. "Intra-Firm Retail Contracting: Survey Evidence from the UK'," Cambridge Working Papers in Economics 0022, Faculty of Economics, University of Cambridge. [Downloadable!]
  7. Lewin-Solomons, S., 2000. "Innovation and Authority in Franchise Systems: An Empirical Exploration of the Plural Form," Cambridge Working Papers in Economics 0015, Faculty of Economics, University of Cambridge. [Downloadable!]
  8. Arturs Kalnins & Francine Lafontaine, 1996. "The Characteristics of Multi-Unit Ownership in Franchising: Evidence from Fast-Food Restaurants in Texas," NBER Working Papers 5859, National Bureau of Economic Research, Inc. [Downloadable!] (restricted)
  9. Jorge Tarziján M, 2003. "Revisando La Teoria De La Firma," Abante, Escuela de Administracion. Pontificia Universidad Católica de Chile., vol. 6(2), pages 149-177. [Downloadable!]
  10. Francine Lafontaine & Kathryn L. Shaw, 2001. "Targeting Managerial Control: Evidence from Franchising," NBER Working Papers 8416, National Bureau of Economic Research, Inc. [Downloadable!] (restricted)
    Other versions:
  11. Holmstrom, Bengt & Roberts, John, 1998. "The Boundaries of the Firm Revisited," Journal of Economic Perspectives, American Economic Association, vol. 12(4), pages 73-94, Fall. [Downloadable!] (restricted)
  12. Lewin-Solomons, S., 2000. "Autonomy, Contractibility and the Franchise Relationship," Cambridge Working Papers in Economics 0016, Faculty of Economics, University of Cambridge. [Downloadable!]
  13. Francine Lafontaine & Joanne Oxley, 2001. "International Franchising: Evidence from US and Canadian Franchisors in Mexico," NBER Working Papers 8179, National Bureau of Economic Research, Inc. [Downloadable!] (restricted)
  14. Marianna Succurro, 2006. "An economic analysis of contracts signed between tour operators and travel agents," European Journal of Law and Economics, Springer, vol. 22(3), pages 199-218, November. [Downloadable!] (restricted)
  15. Lewin-Solomons, S.B., 2000. "The Plural Form in Franchising: A Synergism of Market and Hierarchy," Cambridge Working Papers in Economics 0027, Faculty of Economics, University of Cambridge. [Downloadable!]
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