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Building Reputation for Contract Renewal: Implications for Performance Dynamics and Contract Duration

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  • Iossa, Elisabetta
  • Rey, Patrick

Abstract

We study how career concerns affect the dynamics of incentives in a multi-period contract, when the agent’s productivity can evolve exogenously (random shocks) or improve endogenously through investment. We show that incentives are stronger and performance is higher when the contract approaches its expiry date. Contrary to common wisdom, long-term contracts may strengthen reputational effects whereas short-term contracting may be optimal when investment has persistent, long-term effects.

Suggested Citation

  • Iossa, Elisabetta & Rey, Patrick, 2012. "Building Reputation for Contract Renewal: Implications for Performance Dynamics and Contract Duration," TSE Working Papers 12-368, Toulouse School of Economics (TSE).
    • Handle: RePEc:tse:wpaper:26677
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    Cited by:

    1. Cesi Berardino & Iozzi Alberto & Valentini Edilio, 2012. "Regulating Unverifiable Quality by Fixed-Price Contracts," The B.E. Journal of Economic Analysis & Policy, De Gruyter, vol. 12(1), pages 1-39, September.
    2. Francesc Dilmé & Daniel F Garrett, 2019. "Residual Deterrence," Journal of the European Economic Association, European Economic Association, vol. 17(5), pages 1654-1686.
    3. Albano, Gian Luigi & Cesi, Berardino & Iozzi, Alberto, 2017. "Public procurement with unverifiable quality: The case for discriminatory competitive procedures," Journal of Public Economics, Elsevier, vol. 145(C), pages 14-26.
    4. Awudu Abdulai & Renan Goetz, 2014. "Time-Related Characteristics of Tenancy Contracts and Investment in Soil Conservation Practices," Environmental & Resource Economics, Springer;European Association of Environmental and Resource Economists, vol. 59(1), pages 87-109, September.
    5. Esteve-González, Patricia, 2016. "Moral hazard in repeated procurement of services," International Journal of Industrial Organization, Elsevier, vol. 48(C), pages 244-269.
    6. Barbosa, Klenio & Boyer, Pierre C., 2021. "Discrimination in Dynamic Procurement Design with Learning-by-doing," International Journal of Industrial Organization, Elsevier, vol. 77(C).
    7. Zhang, Zumeng & Ding, Liping & Wang, Chaofan & Dai, Qiyao & Shi, Yin & Zhao, Yujia & Zhu, Yuxuan, 2022. "Do operation and maintenance contracts help photovoltaic poverty alleviation power stations perform better?," Energy, Elsevier, vol. 259(C).
    8. Cziraki, Peter & Xu, Moqi, 2014. "CEO job security and risk-taking," LSE Research Online Documents on Economics 55909, London School of Economics and Political Science, LSE Library.
    9. Iossa, Elisabetta & Loertscher, Simon & Marx, Leslie & Rey, Patrick, 2020. "Collusive Market Allocations," CEPR Discussion Papers 14563, C.E.P.R. Discussion Papers.
    10. Bergman, Mats A. & Johansson, Per & Lundberg, Sofia & Spagnolo, Giancarlo, 2016. "Privatization and quality: Evidence from elderly care in Sweden," Journal of Health Economics, Elsevier, vol. 49(C), pages 109-119.
    11. Gilles Edouard Espinosa & Caroline Hillairet & Benjamin Jourdain & Monique Pontier, 2016. "Reducing the debt : is it optimal to outsource an investment?," Post-Print hal-00824390, HAL.
    12. Peter Cziraki & Moqi Xu, 2014. "Ceo Job Security And Risk-Taking," FMG Discussion Papers dp729, Financial Markets Group.
    13. Ben White & Nick Hanley, 2016. "Should We Pay for Ecosystem Service Outputs, Inputs or Both?," Environmental & Resource Economics, Springer;European Association of Environmental and Resource Economists, vol. 63(4), pages 765-787, April.
    14. Jean Beuve & Stéphane Saussier, 2021. "Renegotiations and Renewals of Public Contracts," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 59(3), pages 461-482, November.
    15. Spagnolo, Giancarlo, 2012. "Reputation, competition, and entry in procurement," International Journal of Industrial Organization, Elsevier, vol. 30(3), pages 291-296.
    16. Rizwan Ali & Ramiz Ur Rehman & Sana Suleman & Collins Gyakari Ntim, 2022. "CEO attributes, investment decisions, and firm performance: New insights from upper echelons theory," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 43(2), pages 398-417, March.
    17. Gilles Edouard Espinosa & Caroline Hillairet & Benjamin Jourdain & Monique Pontier, 2013. "Reducing the debt : is it optimal to outsource an investment?," Papers 1305.4879, arXiv.org, revised Jun 2015.
    18. Müller, Michael, 2016. "The strongest link in a weak team? Performance of players with and without outside options in relegated football clubs," Discussion Papers of the Institute for Organisational Economics 07/2016, University of Münster, Institute for Organisational Economics.

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    More about this item

    Keywords

    Career concerns; contract duration; contract renewal; reputation and dynamic incentives;
    All these keywords.

    JEL classification:

    • D21 - Microeconomics - - Production and Organizations - - - Firm Behavior: Theory
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • D86 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Economics of Contract Law
    • L24 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Contracting Out; Joint Ventures
    • L51 - Industrial Organization - - Regulation and Industrial Policy - - - Economics of Regulation

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