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Relational Contracts and Trust in a High-Tech Industry

Author

Listed:
  • Giacomo Calzolari
  • Leonardo Felli
  • Johannes Koenen
  • Giancarlo Spagnolo
  • Konrad O. Stahl

Abstract

We study how informal buyer-supplier relationships in the German automotive industry affect procurement. Using unique data from a survey focusing on these, we show that more trust, the belief that the trading partner acts to maintain the mutual relationship, is associated with both higher quality of the automotive parts and more competition among suppliers. Yet both effects hold only for parts involving unsophisticated technology, not when technology is sophisticated. We rationalize these findings within a relational contracting model that critically focuses on changes in the bargaining power, due to differences in the costs of switching suppliers.

Suggested Citation

  • Giacomo Calzolari & Leonardo Felli & Johannes Koenen & Giancarlo Spagnolo & Konrad O. Stahl, 2021. "Relational Contracts and Trust in a High-Tech Industry," CESifo Working Paper Series 9362, CESifo.
    • Handle: RePEc:ces:ceswps:_9362
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    References listed on IDEAS

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    Cited by:

    1. Anderlini, L. & Felli, L. & Piccone, M., 2022. "The Emergence of Enforcement," Cambridge Working Papers in Economics 2250, Faculty of Economics, University of Cambridge.
    2. Macchiavello, Rocco & Morjaria, Ameet, 2022. "Empirical approaches to trust and relational contracts," International Journal of Industrial Organization, Elsevier, vol. 84(C).
    3. Hopkins, Kelsey A. & McKendree, Melissa G. S. & Ortega, David L., 2023. "Avoiding Fraudulent Meat: Muslim Consumer Preferences for Halal Meat Retailers," 2023 Annual Meeting, July 23-25, Washington D.C. 335732, Agricultural and Applied Economics Association.

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    More about this item

    Keywords

    relational contracts; hold-up; buyer-supplier contracts; bargaining power;
    All these keywords.

    JEL classification:

    • D86 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Economics of Contract Law
    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • L62 - Industrial Organization - - Industry Studies: Manufacturing - - - Automobiles; Other Transportation Equipment; Related Parts and Equipment
    • O34 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Intellectual Property and Intellectual Capital

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