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The Choice of Exclusive Dealing: Economic Rationales and Evidence from French Retail Chains

Author

Listed:
  • Muriel Fadairo

    (GATE Lyon Saint-Étienne - Groupe d'Analyse et de Théorie Economique Lyon - Saint-Etienne - ENS de Lyon - École normale supérieure de Lyon - Université de Lyon - UL2 - Université Lumière - Lyon 2 - UCBL - Université Claude Bernard Lyon 1 - Université de Lyon - UJM - Université Jean Monnet - Saint-Étienne - CNRS - Centre National de la Recherche Scientifique)

  • Jianyu Yu

    (Southwestern University of Finance and Economics - Southwest University of Economics and Finance)

  • Cintya Lanchimba

    (EPN - Escuela Politécnica Nacional)

Abstract

As one of the most common business practices in retailing, exclusive dealing (ED) restrictions are of great importance for business participants, academics and policy makers. Despite the rich theoretical analysis of this type of vertical restraint, evidence on the rationales of ED remains scarce. This paper uses a simple model to survey the vast theoretical literature on ED, and identifies two opposing motivations for ED contracts: anti-competitive versus efficiency-enhancing motivations. The theoretical predictions are subject to empirical investigation using unique French cross-sectional data encompassing diverse retail sectors. Our estimations provide evidence for both types of motivations for ED contracts, manifesting in different contexts. In particular, we find that the efficiency-enhancing motivation is more likely to explain the choice of ED when suppliers are less concentrated, whereas the anti-competitive motivation is present in highly standardized product markets. Moreover, our results reveal a positive linkage of ED and different types of investments, as part of branding strategy, with important retailing and marketing-related implications. In particular, we show that retailers have to be meticulous regarding the conditions of the retail contract before accepting the ED restriction, which may dampen their business efficiency in the long run.
(This abstract was borrowed from another version of this item.)

Suggested Citation

  • Muriel Fadairo & Jianyu Yu & Cintya Lanchimba, 2017. "The Choice of Exclusive Dealing: Economic Rationales and Evidence from French Retail Chains," Post-Print halshs-01524163, HAL.
    • Handle: RePEc:hal:journl:halshs-01524163
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    Cited by:

    1. Rosengren, Sara & Campbell, Colin & Rapp Farrell, Justine, 2024. "Tricks of the trade: Understanding and utilizing influencer tactics to improve retailer performance," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    2. Jiping Gao & Gongbing Bi, 2023. "Exclusivity decision of platforms’ first-party products in a competitive market," Information Technology and Management, Springer, vol. 24(4), pages 353-366, December.
    3. Hiroshi Kitamura & Noriaki Matsushima & Misato Sato, 2023. "Defending Home against Giants: Exclusive Dealing as a Survival Strategy for Local Firms," Journal of Industrial Economics, Wiley Blackwell, vol. 71(2), pages 441-463, June.
    4. Chai, Zheng & Feng, Nan & Wang, Harry Jiannan & Feng, Haiyang, 2025. "Optimal exclusivity strategy for digital service on competing platforms with different installed bases," Journal of Retailing, Elsevier, vol. 101(1), pages 120-137.
    5. Obeng, Efua, 2019. "Bullseye: An argument for effectively managing retail stakeholder relationships," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 327-335.

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