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On the Value of Incumbency: Managerial Reference Point and Loss Aversion

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  • Chaim Fershtman

Abstract

In discussing the market entry decision and the strategic interaction between an incumbent firm and an entrant the focus in the literature is on the different asymmetries that exist between the incumbent and the entrant. These asymmetries can be cost asymmetries, capacity asymmetries, information asymmetries or any other factor that affect the cash flow. In this paper we claim that there is also a great importance to the fact that one fir is in the industry and it is the incumbent while the other firm is outside the industry and that even without any other asymmetries between the firms we should expect a different behavior from the two types of firms. Making use of the existing literature on decision making under uncertainty the paper focus on reference dependent preferences and on loss aversion. The paper demonstrates that having different reference point affect the post entry game equilibrium and gives an advantage to the incumbent firm. We define this advantage as the value of incumbency. The paper demonstrates that the firms' reference points and loss aversions affect the self selecion of entrants and the type of industry that will emerge.

Suggested Citation

  • Chaim Fershtman, 1993. "On the Value of Incumbency: Managerial Reference Point and Loss Aversion," Discussion Papers 1020, Northwestern University, Center for Mathematical Studies in Economics and Management Science.
    • Handle: RePEc:nwu:cmsems:1020
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    1. Bram Driesen & Andrés Perea & Hans Peters, 2010. "On Loss Aversion in Bimatrix Games," Theory and Decision, Springer, vol. 68(4), pages 367-391, April.
    2. Hendrikse, G.W.J. & Veerman, C.P., 2003. "On The Future of Co-operatives," ERIM Report Series Research in Management ERS-2003-007-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    3. Patti Fisher, 2013. "Is There Evidence of Loss Aversion in Saving Behaviors in Spain?," Journal of Family and Economic Issues, Springer, vol. 34(1), pages 41-51, March.
    4. Bowman, David & Minehart, Deborah & Rabin, Matthew, 1999. "Loss aversion in a consumption-savings model," Journal of Economic Behavior & Organization, Elsevier, vol. 38(2), pages 155-178, February.
    5. Daniel F. Spulber, 1994. "Economic Analysis and Management Strategy: A Survey Continued," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 3(2), pages 355-406, June.
    6. Jakopin, Nejc M. & Klein, Andreas, 2012. "First-mover and incumbency advantages in mobile telecommunications," Journal of Business Research, Elsevier, vol. 65(3), pages 362-370.
    7. Pennings, Joost M. E., 2002. "Pulling the trigger or not: Factors affecting behavior of initiating a position in derivatives markets," Journal of Economic Psychology, Elsevier, vol. 23(2), pages 263-278, April.

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