IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-01809098.html
   My bibliography  Save this paper

A Game Theoretical Approach of Price Negotiation and Coordination in an Innovative Firm-Supplier Context: An Experimental Analysis

Author

Listed:
  • Alexis Garapin

    (GAEL - Laboratoire d'Economie Appliquée = Grenoble Applied Economics Laboratory - UPMF - Université Pierre Mendès France - Grenoble 2 - INRA - Institut National de la Recherche Agronomique)

  • Jeanne Duvallet

    (GILCO - Gestion Industrielle Logistique et Conception - INPG - Institut National Polytechnique de Grenoble)

  • Stephane Robin

    (MIA-Paris - Mathématiques et Informatique Appliquées - INRA - Institut National de la Recherche Agronomique - AgroParisTech)

  • Daniel Llerena

    (GAEL - Laboratoire d'Economie Appliquée = Grenoble Applied Economics Laboratory - UPMF - Université Pierre Mendès France - Grenoble 2 - INRA - Institut National de la Recherche Agronomique)

Abstract

L'article analyse une interaction séquentielle entre un client et son fournisseur, composée d'une phase préalable de négociation puis d'une phase de coordination sur plusieurs périodes. Les performances du client et du fournisseur dépendent étroitement de la coordination de leurs décisions de production face à une demande aléatoire sur un marché final. Le modèle de théorie des jeux utilisé pour formaliser cette interaction met l'accent sur l'influence des prix négociés sur l'efficacité de la coordination des activités de production. L'étude théorique de ce modèle prédit que dans ce type de situation, le client doit exploiter son pouvoir de négociation sans tenir compte du caractère inéquitable du partage des gains de la coordination. Les comportements observés en laboratoires obéissent à une logique bien différente. Les résultats montrent en effet que la coordination au sein du couple client-fournisseur est d'autant plus efficace que le partage du gain de la coordination est équitable et que les termes de ce partage sont stables.

Suggested Citation

  • Alexis Garapin & Jeanne Duvallet & Stephane Robin & Daniel Llerena, 2004. "A Game Theoretical Approach of Price Negotiation and Coordination in an Innovative Firm-Supplier Context: An Experimental Analysis," Post-Print hal-01809098, HAL.
  • Handle: RePEc:hal:journl:hal-01809098
    DOI: 10.1163/1571806042403045
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-01809098. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.