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Market structure and business performance: An evaluation of buyer/seller power in the pims database

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  • P. R. Cowley

Abstract

This paper explores the patterns of buyer and seller structure among business units in the PIMS database and how buyer/seller structure is related to profit outcomes, both long‐term through the product life cycle and short‐term between periods of boom and recession. Businesses with a favourable structure (few sellers, many buyers buying items of low importance) typically maintain margins through the product life cycle, but if there are many sellers facing few and determined buyers, margins and profitability are likely to deteriorate in recession and to continue to decline through the life cycle.

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  • P. R. Cowley, 1988. "Market structure and business performance: An evaluation of buyer/seller power in the pims database," Strategic Management Journal, Wiley Blackwell, vol. 9(3), pages 271-278, May.
    • Handle: RePEc:bla:stratm:v:9:y:1988:i:3:p:271-278
    DOI: 10.1002/smj.4250090306
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    Cited by:

    1. Zhu, Minghao & Yeung, Andy C.L. & Zhou, Honggeng, 2021. "Diversify or concentrate: The impact of customer concentration on corporate social responsibility," International Journal of Production Economics, Elsevier, vol. 240(C).
    2. Andersson, Ulf & Forsgren, Mats & Pedersen, Torben, 1999. "The Mnc As A Differentiated Network: Subsidiary Technology Embeddedness And Performance," Working Papers 3-1999, Copenhagen Business School, Department of International Economics and Management.
    3. Dan Dhaliwal & Paul N. Michas & Vic Naiker & Divesh Sharma, 2020. "Greater Reliance on Major Customers and Auditor Going‐Concern Opinions," Contemporary Accounting Research, John Wiley & Sons, vol. 37(1), pages 160-188, March.
    4. Andersson, Ulf & Forsgren, Mats & Pedersen, Torben, 2001. "Subsidiary performance in multinational corporations: the importance of technology embeddedness," International Business Review, Elsevier, vol. 10(1), pages 3-23, February.
    5. Nihat Berker, A., 1993. "Critical behavior induced by quenched disorder," Physica A: Statistical Mechanics and its Applications, Elsevier, vol. 194(1), pages 72-76.
    6. Lee, DukHee & Jung, MiSuk, 2009. "Economic effects of trade patterns on productivity: Evidence from the Korean automobile industry," Japan and the World Economy, Elsevier, vol. 21(1), pages 71-84, January.

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