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Two-Sided Market Power in Firm-to-Firm Trade

Author

Listed:
  • Vanessa I. Alviarez
  • Michele Fioretti
  • Ken Kikkawa
  • Monica Morlacco

Abstract

This paper develops a theory of bargaining in firm-to-firm trade with two-sided market power. The framework accommodates flexible market structures, yielding analytical expressions for pair-specific markups and pass-through elasticities. In U.S. import data, we estimate strong importer bargaining power and an upward-sloping export supply curve, consistent with oligopsony power. Pass-through of the 2018 tari!s in firm-to-firm relationships is incomplete, in contrast to product-level studies, primarily due to exporter cost reductions driven by falling demand from dominant buyers. Our study highlights how bargaining and network rigidities shape price outcomes, with implications for markup dispersion and shock propagation in global value chains.

Suggested Citation

  • Vanessa I. Alviarez & Michele Fioretti & Ken Kikkawa & Monica Morlacco, 2023. "Two-Sided Market Power in Firm-to-Firm Trade," NBER Working Papers 31253, National Bureau of Economic Research, Inc.
    • Handle: RePEc:nbr:nberwo:31253
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    Cited by:

    1. Huang, Hanwei & Manova, Kalina & Perello, Oscar & Pisch, Frank, 2024. "Firm heterogeneity and imperfect competition in global production networks," LSE Research Online Documents on Economics 126808, London School of Economics and Political Science, LSE Library.
    2. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2024. "Positioning and bargaining power in agri-food global value chains," Post-Print hal-04666053, HAL.
    3. Conteduca, Francesco Paolo & Panon, Ludovic, 2024. "Natural Disasters and Markups," MPRA Paper 125324, University Library of Munich, Germany.
    4. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2023. "Global value chains' position and value capture: Firm evidence in agri-food industry," Post-Print hal-04321612, HAL.
    5. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2023. "Global value chains' position and value capture: Firm evidence in agri-food industry," Post-Print hal-04321670, HAL.
    6. Malik Curuk & Jérôme Héricourt & Gonzague Vannoorenberghe, 2025. "Labor Market Power, Export Prices and Pass-through," Working Papers 2025-15, CEPII research center.
    7. 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).
    8. 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).
    9. Michele Fioretti & Junnan He & Jorge Tamayo, 2024. "Prices and Concentration: A U-Shape? Theory and Evidence from Renewables," Working Papers hal-04631762, HAL.
    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. 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.
    12. Kossi Messanh Agbekponou & Ilaria Fusacchia, 2024. "Positioning and bargaining power in agri-food global value chains," Post-Print hal-04666067, HAL.
    13. 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.

    More about this item

    JEL classification:

    • F12 - International Economics - - Trade - - - Models of Trade with Imperfect Competition and Scale Economies; Fragmentation
    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation

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