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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 a quantitative theory of prices in firm-to-firm trade with bilateral negotiations and two-sided market power. Markups reflect oligopoly and oligopsony forces, with relative bargaining power as weight. Cost pass-through elasticities into import prices can be incomplete or complete, depending on the exporters and importers bargaining power and market shares. In U.S. import data, we find that U.S. importers have substantial market power and disproportionate leverage in price negotiations. The estimated model produces accurate predictions of the impact of Trump tariffs on pair-level prices. At the aggregate level, ignoring two-sided market power could exaggerate tariff pass-through by about 60 percent.

Suggested Citation

  • Alviarez, Vanessa & Fioretti, Michele & Kikkawa, Ken & Morlacco, Monica, 2023. "Two-Sided Market Power in Firm-to-Firm Trade," IDB Publications (Working Papers) 12798, Inter-American Development Bank.
    • Handle: RePEc:idb:brikps:12798
    DOI: http://dx.doi.org/10.18235/0004746
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    Cited by:

    1. Malik Curuk & Jérôme Héricourt & Gonzague Vannoorenberghe, 2025. "Labor Market Power, Export Prices and Pass-through," Working Papers 2025-15, CEPII research center.
    2. 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).
    3. Michele Fioretti & Junnan He & Jorge Tamayo, 2024. "Prices and Concentration: A U-Shape? Theory and Evidence from Renewables," Working Papers hal-04631762, HAL.
    4. Conteduca, Francesco Paolo & Panon, Ludovic, 2024. "Natural Disasters and Markups," MPRA Paper 123008, University Library of Munich, Germany.
    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. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2023. "Global value chains' position and value capture: Firm evidence in agri-food industry," Post-Print hal-04321612, HAL.
    9. Huang, Hanwei & Manova, Kalina & Perelló, Oscar & Pisch, Frank, 2024. "Firm Heterogeneity and Imperfect Competition in Global Production Networks," CEPR Discussion Papers 19408, C.E.P.R. Discussion Papers.
    10. 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).
    11. 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).
    12. 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.
    13. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2023. "Global value chains' position and value capture: Firm evidence in agri-food industry," Post-Print hal-04321670, HAL.

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    Keywords

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    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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