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Threat of Exit as a Source of Bargaining Power

  • Bergès, Fabian
  • Chambolle, Claire

Cet article analyse un jeu simple à deux périodes dans lequel deux producteurs fabriquant un bien homogène se font concurrence pour fournir un distributeur. Les auteurs montrent que si les producteurs sont vulnérables (c’est-à -dire s’ils sont exclus du marché en cas d’une commande insuffisante en première période), ils peuvent alors exploiter cette menace de banqueroute et s’approprier ainsi tout le profit de l’industrie en première période. En effet, le distributeur sera prêt à accepter de payer un prix fort aux producteurs pour éviter leur faillite et maintenir ainsi une concurrence en amont pour la seconde période. Ce résultat reste valable dans le cas d’une structure de marché différente ou de contrats verticaux plus élaborés.

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Paper provided by Institut d'Économie Industrielle (IDEI), Toulouse in its series IDEI Working Papers with number 471.

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Date of creation: Jul 2007
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Publication status: Published in Louvain Economic Review - Recherches Economiques de Louvain, vol.�75, n°3, 2009, p.�353-368.
Handle: RePEc:ide:wpaper:7320
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  1. Biglaiser, Gary & Vettas, Nikolaos, 2004. "Dynamic Price Competition with Capacity Constraints and Strategic Buyers," CEPR Discussion Papers 4315, C.E.P.R. Discussion Papers.
  2. Inderst, Roman & Wey, Christian, 2007. "Buyer power and supplier incentives," European Economic Review, Elsevier, vol. 51(3), pages 647-667, April.
  3. Marie-Laure Allain, 2002. "The Balance of Power between Producers and Retailers ; a Differentiation model," Recherches économiques de Louvain, De Boeck Université, vol. 68(3), pages 359-370.
  4. Bengt Holmstrom & Jean Tirole, 1994. "Financial Intermediation, Loanable Funds and the Real Sector," Working papers 95-1, Massachusetts Institute of Technology (MIT), Department of Economics.
  5. Dobson, Paul W & Waterson, Michael, 1997. "Countervailing Power and Consumer Prices," Economic Journal, Royal Economic Society, vol. 107(441), pages 418-30, March.
  6. Bolton, Patrick & Scharfstein, David S, 1990. "A Theory of Predation Based on Agency Problems in Financial Contracting," American Economic Review, American Economic Association, vol. 80(1), pages 93-106, March.
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