Buyer power from joint listing decision
We show that collective bargaining can enhance retailers’ buying power vis-àvis their suppliers. We consider a model of vertically related markets, in which an upstream leader faces a competitive fringe of less efficient suppliers and negotiates secretly with several firms that compete in a downstream market. We allow downstream firms to join forces in negotiating with suppliers, by creating a buyer group which selects suppliers on behalf of its members: each group member can then veto the upstream leader’s offer, in which case all group members turn to the fringe suppliers. Transforming individual listing decisions into a joint listing decision makes delisting less harmful for a group member; this, in turn enhances the group members’ bargaining position at the expense of the upstream leader. We also show that this additional buyer power can have an ambiguous impact on the upstream leader’s incentives to invest.
|Date of creation:||Apr 2012|
|Date of revision:||Jul 2014|
|Publication status:||Published in The Economic Journal, vol. 125, n°589, décembre 2015, p. 1677-1704.|
|Contact details of provider:|| Phone: (+33) 5 61 12 86 23|
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