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A Bargaining Theory of Trade Invoicing and Pricing

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Abstract

We develop a theoretical model of international trade pricing in which individual exporters and importers bargain over the transaction price and exposure to exchange rate fluctuations. We find that the choice of price and invoicing currency respects the full market structure, including the extent of fragmentation and the degree of heterogeneity across importers and across exporters. Our study shows that a party has a higher effective bargaining weight when it is large or more risk tolerant. A higher effective bargaining weight of importers relative to exporters in turn translates into lower import prices and greater exchange rate passthrough into import prices. We show the range of price and invoicing outcomes that arise under alternative market structures. Such structures matter not only for the outcome of specific exporter-importer transactions, but also for aggregate variables such as the average price, the average choice of invoicing currency, and the correlation between invoicing currency and the size of trade transactions.

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  • Linda Goldberg & Cedric Tille, 2013. "A Bargaining Theory of Trade Invoicing and Pricing," IHEID Working Papers 08-2013, Economics Section, The Graduate Institute of International Studies.
    • Handle: RePEc:gii:giihei:heidwp09-2013
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    Cited by:

    1. Vanessa Alvariez & Michele Fioretti & Ayumu Ken Kikkawa & Monica Morlacco, 2022. "Two-Sided Market Power in Firm-to-Firm Trade," SciencePo Working papers Main hal-03795736, HAL.
    2. GOTO Mizuki & HAYAKAWA Kazunobu & KOIBUCHI Satoshi & YOSHIMI Taiyo, 2021. "Invoice Currency Choice under Financial Constraints and Bargaining: Evidence from Japanese SMEs," Discussion papers 21080, Research Institute of Economy, Trade and Industry (RIETI).
    3. Barry Eichengreen & Livia Chiţu & Arnaud Mehl, 2016. "Network effects, homogeneous goods and international currency choice: New evidence on oil markets from an older era," Canadian Journal of Economics/Revue canadienne d'économique, John Wiley & Sons, vol. 49(1), pages 173-206, February.
    4. Agnès Bénassy-Quéré, 2015. "The euro as an international currency," Université Paris1 Panthéon-Sorbonne (Post-Print and Working Papers) halshs-01144371, HAL.
    5. Parker, Miles, 2016. "How exporters set prices: evidence from a large behavioural survey," Working Paper Series 1974, European Central Bank.
    6. GOTO Mizuki & HAYAKAWA Kazunobu & KOIBUCHI Satoshi & YOSHIMI Taiyo, 2023. "Export Experience and the Choice of Invoice Currency: Evidence from a questionnaire survey of Japanese SMEs," Discussion papers 23032, Research Institute of Economy, Trade and Industry (RIETI).
    7. Devereux, Michael B. & Dong, Wei & Tomlin, Ben, 2017. "Importers and exporters in exchange rate pass-through and currency invoicing," Journal of International Economics, Elsevier, vol. 105(C), pages 187-204.
    8. Hayakawa, Kazunobu & Kim, HanSung & Yoshimi, Taiyo, 2015. "FTA in international finance : impacts of exchange rates on FTA utilization," IDE Discussion Papers 494, Institute of Developing Economies, Japan External Trade Organization(JETRO).
    9. Liu, Tao & Lu, Dong, 2019. "Trade, finance and endogenous invoicing currency: Theory and firm-level evidence," Pacific-Basin Finance Journal, Elsevier, vol. 56(C), pages 21-44.
    10. Davide Arioldi & Luigi Ventura & Mark David Witte, 2022. "Network‐adjusted market share and the currency denomination of trade," The World Economy, Wiley Blackwell, vol. 45(8), pages 2560-2592, August.
    11. Xu, Jianwei & Du, Qingyuan & Wang, Yaqi, 2019. "Two-sided heterogeneity and exchange rate pass-through," Economics Letters, Elsevier, vol. 183(C), pages 1-1.
    12. Gita Gopinath & Jeremy C Stein, 2021. "Banking, Trade, and the Making of a Dominant Currency," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 136(2), pages 783-830.
    13. ITO Takatoshi & KOIBUCHI Satoshi & SATO Kiyotaka & SHIMIZU Junko, 2015. "Choice of Invoice Currency in Global Production and Sales Networks: The case of Japanese overseas subsidiaries," Discussion papers 15080, Research Institute of Economy, Trade and Industry (RIETI).
    14. Egemen Eren & Semyon Malamud, 2018. "Dominant Currency Debt," Swiss Finance Institute Research Paper Series 18-55, Swiss Finance Institute.
    15. Hayakawa, Kazunobu & Kim, Han-Sung & Yoshimi, Taiyo, 2017. "Exchange rate and utilization of free trade agreements: Focus on rules of origin," Journal of International Money and Finance, Elsevier, vol. 75(C), pages 93-108.
    16. Kashiwagi, Masanori, 2017. "A vehicle currency country's welfare under optimal monetary policy," Japan and the World Economy, Elsevier, vol. 42(C), pages 23-31.
    17. Liu, Tao & Lu, Dong & Zhang, Ruifeng, 2017. "Currency choice in international trade: a new monetarist approach and firm-level evidence," MPRA Paper 79149, University Library of Munich, Germany.
    18. Schrader, Klaus & Bencek, David & Laaser, Claus-Friedrich, 2013. "IfW-Krisencheck: Alles wieder gut in Griechenland?," Kiel Discussion Papers 522/523, Kiel Institute for the World Economy (IfW Kiel).
    19. Goldberg, Linda S. & Tille, Cédric, 2016. "Micro, macro, and strategic forces in international trade invoicing: Synthesis and novel patterns," Journal of International Economics, Elsevier, vol. 102(C), pages 173-187.
    20. Gita Gopinath, 2015. "The International Price System," NBER Working Papers 21646, National Bureau of Economic Research, Inc.
    21. Liu, Tao, 2015. "Trade finance and international currency," MPRA Paper 64362, University Library of Munich, Germany.
    22. Kazunobu Hayakawa & Nuttawut LAKSANAPANYAKUL & Toshiyuki Matsuura & Taiyo Yoshimi, 2024. "Export Dynamics and Invoicing Currency," Keio-IES Discussion Paper Series 2024-005, Institute for Economics Studies, Keio University.
    23. Daniel Gersten Reiss, 2015. "Invoice currency: Puzzling evidence and new questions from Brazil," Economia, ANPEC - Associação Nacional dos Centros de Pós-Graduação em Economia [Brazilian Association of Graduate Programs in Economics], vol. 16(2), pages 206-225.
    24. Maria V. Sokolova, 2015. "Strategic Currency Choice in International Trade," CESifo Working Paper Series 5574, CESifo.
    25. Alina Iancu & Gareth Anderson & Sakai Ando & Ethan Boswell & Andrea Gamba & Shushanik Hakobyan & Lusine Lusinyan & Neil Meads & Yiqun Wu, 2022. "Reserve Currencies in an Evolving International Monetary System," Open Economies Review, Springer, vol. 33(5), pages 879-915, November.

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    More about this item

    Keywords

    currency; invoicing; exchange rate;
    All these keywords.

    JEL classification:

    • F30 - International Economics - - International Finance - - - General
    • F40 - International Economics - - Macroeconomic Aspects of International Trade and Finance - - - General

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