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Exclusive contracts and demand foreclosure

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  • David Spector

Abstract

A firm may induce some customers to sign exclusive contracts in order to deprive a rival of the minimum viable size, exclude it from the market, and enjoy increased market power. This strategy may result in socially inefficient exclusion even if the excluded firm is present at the contracting stage and can make counteroffers. In addition, allowing for breach penalty clauses decreases firms' incentives to exclude rivals, because such clauses allow a firm to use customers as a conduit for the transfer of another firm's profits.
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Suggested Citation

  • David Spector, 2011. "Exclusive contracts and demand foreclosure," RAND Journal of Economics, RAND Corporation, vol. 42(4), pages 619-638, December.
  • Handle: RePEc:bla:randje:v:42:y:2011:i:4:p:619-638
    DOI: j.1756-2171.2011.00147.x
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    File URL: http://hdl.handle.net/10.1111/j.1756-2171.2011.00147.x
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    References listed on IDEAS

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    Citations

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    Cited by:

    1. Bijlsma, M. & Boone, J. & Zwart, Gijsbert, 2009. "Selective Contracting and Foreclosure in Health Care Markets," Discussion Paper 2009-89, Tilburg University, Center for Economic Research.
    2. Zhijun Chen & Greg Shaffer, 2016. "Are Market-Share Contracts a Poor Man’s Exclusive Dealing?," Monash Economics Working Papers 44-16, Monash University, Department of Economics.
    3. Giacomo Calzolari & Vincenzo Denicolò, 2015. "Exclusive Contracts and Market Dominance," American Economic Review, American Economic Association, vol. 105(11), pages 3321-3351, November.
    4. Jan Boone & Wieland Müller & Sigrid Suetens, 2014. "Naked Exclusion in the Lab: The Case of Sequential Contracting," Journal of Industrial Economics, Wiley Blackwell, vol. 62(1), pages 137-166, March.
    5. Yaron Yehezkel, 2008. "Retailers' choice of product variety and exclusive dealing under asymmetric information," RAND Journal of Economics, RAND Corporation, vol. 39(1), pages 115-143.
    6. Cabral, Luís M B, 2014. "Staggered Contracts, Market Power, and Welfare," CEPR Discussion Papers 10095, C.E.P.R. Discussion Papers.
    7. Klein, Joachim & Zenger, Hans, 2009. "Predatory Exclusive Dealing," Discussion Papers in Economics 10626, University of Munich, Department of Economics.
    8. Álvarez-SanJaime, Óscar & Cantos-Sánchez, Pedro & Moner-Colonques, Rafael & Sempere-Monerris, José J., 2013. "Vertical integration and exclusivities in maritime freight transport," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 51(C), pages 50-61.
    9. Michiel Bijlsma & Gijsbert Zwart, 2009. "Competition for access; spectrum rights and downstream access in wireless telecommunications," CPB Discussion Paper 123, CPB Netherlands Bureau for Economic Policy Analysis.
    10. Mikko Packalen, 2011. "Market Share Exclusion," Working Papers 1103, University of Waterloo, Department of Economics, revised Aug 2011.
    11. Lluis Bru & Daniel Cardona, 2016. "Strategic Sourcing in Procurement," DEA Working Papers 82, Universitat de les Illes Balears, Departament d'Economía Aplicada.
    12. Jay Pil Choi & Christodoulos Stefanadis, 2017. "Sequential Innovation, Naked Exclusion, and Upfront Lump-Sum Payments," CESifo Working Paper Series 6412, CESifo Group Munich.
    13. Argenton, Cédric, 2006. "Exclusive Quality," SSE/EFI Working Paper Series in Economics and Finance 640, Stockholm School of Economics, revised 05 Jun 2007.
    14. Zhijun Chen & Greg Shaffer, 2014. "Naked exclusion with minimum-share requirements," RAND Journal of Economics, RAND Corporation, vol. 45(1), pages 64-91, March.
    15. Schutz, Nicolas, 2013. "Competition with Exclusive Contracts in Vertically Related Markets: An Equilibrium Non-Existence Result," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 439, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
    16. Enrique Ide & Juan-Pablo Montero & Nicolás Figueroa, 2016. "Discounts as a Barrier to Entry," American Economic Review, American Economic Association, vol. 106(7), pages 1849-1877, July.
    17. Guy Meunier, 2011. "Imperfect Competition and Long-term Contracts in Electricity Markets: Some Lessons from Theoretical Models," Chapters,in: Competition, Contracts and Electricity Markets, chapter 6 Edward Elgar Publishing.

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