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Two-Sided Market Power in Firm-to-Firm Trade

Author

Listed:
  • Alviarez, Vanessa
  • Fioretti, Michele
  • Kikkawa, Ken
  • Morlacco, Monica

Abstract

We develop and estimate a structural model of bargaining in firm-to-firm trade to study the determinants of tariff pass-through. The model features oligopoly and oligopsony power and yields analytical expressions for bilateral markups and pass-through based on two sufficient statistics: the supplier's share in the buyer's purchases and the buyer's share in the supplier's output. Using U.S. import data, we find substantial importer bargaining power and steep export supply curves. These primitives imply that cost changes, rather than markup adjustments, dominate pass-through, accounting for the bulk of incomplete pass-through of the 2018 U.S. tariffs and its heterogeneity across buyer-supplier links.

Suggested Citation

  • Alviarez, Vanessa & Fioretti, Michele & Kikkawa, Ken & Morlacco, Monica, 2026. "Two-Sided Market Power in Firm-to-Firm Trade," CEPR Discussion Papers 21530, Centre for Economic Policy Research.
    • Handle: RePEc:cpr:ceprdp:21530
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    Cited by:

    1. is not listed on IDEAS
    2. Malik Curuk & Jérôme Héricourt & Gonzague Vannoorenberghe, 2025. "Labor Market Power, Export Prices and Pass-through," Working Papers 2025-15, CEPII research center.
    3. Eaton, Jonathan & Eslava, Marcela & Jinkins, David & Krizan, C.J. & Tybout, James, 2025. "A search and learning model of export dynamics," Journal of International Economics, Elsevier, vol. 157(C).
    4. Alessandro Ferrari & Andreas Freitag & Eric Kammerlander & Sarah Lein & Frank Pisch, 2026. "Exchange-rate pass-through and invoicing currency choice in international production networks," CEP Discussion Papers dp2154, Centre for Economic Performance, LSE.
    5. Fujiy,Brian C. & Ghose,Devaki & Khanna,Gaurav, 2024. "Production Networks and Firm-level Elasticities of Substitution," Policy Research Working Paper Series 10782, The World Bank.
    6. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2024. "Positioning and bargaining power in agri-food global value chains," Post-Print hal-04666067, HAL.
    7. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2024. "Positioning and bargaining power in agri-food global value chains," Post-Print hal-04666053, HAL.
    8. Huang, Hanwei & Manova, Kalina & Perelló, Oscar & Pisch, Frank, 2024. "Firm Heterogeneity and Imperfect Competition in Global Production Networks," CEPR Discussion Papers 19408, Centre for Economic Policy Research.
    9. Dhyne, Emmanuel & Kikkawa, Ayumu Ken & Kong, Xianglong & Mogstad, Magne & Tintelnot, Felix, 2023. "Endogenous production networks with fixed costs," Journal of International Economics, Elsevier, vol. 145(C).
    10. Conteduca, Francesco Paolo & Panon, Ludovic, 2024. "Natural Disasters and Markups," MPRA Paper 125324, University Library of Munich, Germany.
    11. Felipe Brugués, 2026. "Take the Goods and Run: Contracting Frictions and Market Power in Supply Chains," American Economic Review, American Economic Association, vol. 116(2), pages 582-626, February.
    12. Huang, Hanwei & Manova, Kalina & Perello, Oscar & Pisch, Frank, 2024. "Firm heterogeneity and imperfect competition in global production networks," LSE Research Online Documents on Economics 126808, London School of Economics and Political Science, LSE Library.
    13. Michele Fioretti & Junnan He & Jorge Tamayo, 2024. "Capacity, Technology Portfolios, and the Paradox of Concentration," Papers 2407.03504, arXiv.org, revised Jun 2026.
    14. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2023. "Global value chains' position and value capture: Firm evidence in agri-food industry," Post-Print hal-04321612, HAL.
    15. Vanessa Alviarez & Michele Fioretti & Ken Kikkawa & Monica Morlacco, 2025. "Concentration and Markups in International Trade," CESifo Working Paper Series 12046, CESifo.
    16. Li, Yao Amber & Lu, Lingfei & Zhao, Tengyu, 2025. "Exchange rate pass-through and importers’ credit constraints: Evidence from China," Journal of Economic Behavior & Organization, Elsevier, vol. 236(C).
    17. Toraubally, Waseem A., 2023. "Comparative advantage with many goods: New treatment and results," European Journal of Operational Research, Elsevier, vol. 311(3), pages 1188-1201.
    18. Matteo Bizzarri, 2026. "Multilateral Market Power in Input-Output Networks," Papers 2603.21932, arXiv.org.
    19. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2023. "Global value chains' position and value capture: Firm evidence in agri-food industry," Post-Print hal-04321670, HAL.

    More about this item

    JEL classification:

    • F12 - International Economics - - Trade - - - Models of Trade with Imperfect Competition and Scale Economies; Fragmentation
    • F13 - International Economics - - Trade - - - Trade Policy; International Trade Organizations
    • F14 - International Economics - - Trade - - - Empirical Studies of Trade
    • F62 - International Economics - - Economic Impacts of Globalization - - - Macroeconomic Impacts

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