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How Exporters Grow

Author

Listed:
  • Doireann Fitzgerald
  • Stefanie Haller
  • Yaniv Yedid-Levi

Abstract

We document how export quantities and prices evolve after entry to a market. Controlling for marginal cost, and taking account of selection on idiosyncratic demand, there are economically and statistically significant dynamics of quantities, but no dynamics of prices. To match these facts, we estimate a model where firms invest in customer base through non-price actions (e.g. marketing and advertising), and learn gradually about their idiosyncratic demand. The model matches quantity, price and exit moments. Parameter estimates imply costs of adjusting investment in customer base, and slow learning about demand, both of which generate sluggish responses of sales to shocks.

Suggested Citation

  • Doireann Fitzgerald & Stefanie Haller & Yaniv Yedid-Levi, 2017. "How Exporters Grow," Working Papers 201702, School of Economics, University College Dublin.
  • Handle: RePEc:ucn:wpaper:201702
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    File URL: http://hdl.handle.net/10197/8363
    File Function: First version, 2017
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    References listed on IDEAS

    as
    1. Doireann Fitzgerald & Stefanie Haller, 2014. "Exporters and Shocks: Dissecting the International Elasticity Puzzle," Working Papers 201408, School of Economics, University College Dublin.
    2. Alessandria, George & Choi, Horag, 2014. "Establishment heterogeneity, exporter dynamics, and the effects of trade liberalization," Journal of International Economics, Elsevier, vol. 94(2), pages 207-223.
    3. repec:cje:issued:v:51:y:2018:i:4:p:1257-1311 is not listed on IDEAS
    4. Nicolas Berman & Vincent Rebeyrol & Vincent Vicard, 2019. "Demand Learning and Firm Dynamics: Evidence from Exporters," The Review of Economics and Statistics, MIT Press, vol. 101(1), pages 91-106, March.
    5. George Alessandria & Horag Choi & Kim Ruhl, 2014. "Trade Adjustment Dynamics and the Welfare Gains from Trade," NBER Working Papers 20663, National Bureau of Economic Research, Inc.
    6. Lukasz A. Drozd & Jaromir B. Nosal, 2012. "Understanding International Prices: Customers as Capital," American Economic Review, American Economic Association, vol. 102(1), pages 364-395, February.
    7. repec:red:issued:15-260 is not listed on IDEAS
    8. Paulo Bastos & Daniel A. Dias & Olga A. Timoshenko, 2018. "Learning, prices and firm dynamics," Canadian Journal of Economics, Canadian Economics Association, vol. 51(4), pages 1257-1311, November.
    9. Doireann Fitzgerald & Stefanie Haller, 2014. "Pricing-to-Market: Evidence From Plant-Level Prices," Review of Economic Studies, Oxford University Press, vol. 81(2), pages 761-786.
    10. Marcela Eslava & James Tybout & David Jinkins & C. Krizan & Jonathan Eaton, 2015. "A Search and Learning Model of Export Dynamics," 2015 Meeting Papers 1535, Society for Economic Dynamics.
    11. Colin J. Hottman & Stephen J. Redding & David E. Weinstein, 2016. "Quantifying the Sources of Firm Heterogeneity," The Quarterly Journal of Economics, Oxford University Press, vol. 131(3), pages 1291-1364.
    12. Timoshenko, Olga A., 2015. "Product switching in a model of learning," Journal of International Economics, Elsevier, vol. 95(2), pages 233-249.
    13. Roberts, Mark J & Tybout, James R, 1997. "The Decision to Export in Colombia: An Empirical Model of Entry with Sunk Costs," American Economic Review, American Economic Association, vol. 87(4), pages 545-564, September.
    14. Timoshenko, Olga A., 2015. "Learning versus sunk costs explanations of export persistence," European Economic Review, Elsevier, vol. 79(C), pages 113-128.
    15. Costas Arkolakis & Theodore Papageorgiou & Olga Timoshenko, 2018. "Firm Learning and Growth," Review of Economic Dynamics, Elsevier for the Society for Economic Dynamics, vol. 27, pages 146-168, January.
      • Costas Arkolakis & Theodore Papageorgiou & Olga A. Timoshenko, 2015. "Firm Learning and Growth," Working Papers 2015-5, The George Washington University, Institute for International Economic Policy.
    Full references (including those not matched with items on IDEAS)

    Citations

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    Cited by:

    1. George Alessandria & Horag Choi & Kim Ruhl, 2014. "Trade Adjustment Dynamics and the Welfare Gains from Trade," NBER Working Papers 20663, National Bureau of Economic Research, Inc.
    2. Nicolas Berman & Vincent Rebeyrol & Vincent Vicard, 2019. "Demand Learning and Firm Dynamics: Evidence from Exporters," The Review of Economics and Statistics, MIT Press, vol. 101(1), pages 91-106, March.
    3. Sun, Puyang & Hou, Xinyu & Tan, Yong, 2017. "Export Rivalry and Exchange Rate Pass-Through," MPRA Paper 83369, University Library of Munich, Germany.
    4. Simon Gilchrist & Raphael Schoenle & Jae Sim & Egon Zakrajšek, 2017. "Inflation Dynamics during the Financial Crisis," American Economic Review, American Economic Association, vol. 107(3), pages 785-823, March.
    5. Gumpert, Anna & Moxnes, Andreas & Ramondo, Natalia & Tintelnot, Felix, 2017. "The Life-Cycle Dynamics of Exporters and Multinational Firms," Rationality and Competition Discussion Paper Series 55, CRC TRR 190 Rationality and Competition.
    6. Brendan Epstein & Alan Finkelstein Shapiro & Andres Gonzalez Gomez, 2017. "Financial Disruptions and the Cyclical Upgrading of Labor," Review of Economic Dynamics, Elsevier for the Society for Economic Dynamics, vol. 26, pages 204-224, October.
    7. CHEN Cheng & SENGA Tatsuro & SUN Chang & ZHANG Hongyong, 2018. "Uncertainty, Imperfect Information, and Learning in the International Market," Discussion papers 18010, Research Institute of Economy, Trade and Industry (RIETI).
    8. Stefania Garetto & Lindsay Oldenski & Natalia Ramondo, 2019. "Multinational Expansion in Time and Space," Boston University - Department of Economics - Working Papers Series WP2019-08, Boston University - Department of Economics.
    9. repec:eee:inecon:v:113:y:2018:i:c:p:154-171 is not listed on IDEAS
    10. Tan, Yong & Zhao, Chen, 2017. "New Exporters and Continuing Exporters under Exchange Rate Fluctuations," MPRA Paper 77244, University Library of Munich, Germany.
    11. Costas Arkolakis & Theodore Papageorgiou & Olga Timoshenko, 2018. "Firm Learning and Growth," Review of Economic Dynamics, Elsevier for the Society for Economic Dynamics, vol. 27, pages 146-168, January.
      • Costas Arkolakis & Theodore Papageorgiou & Olga A. Timoshenko, 2015. "Firm Learning and Growth," Working Papers 2015-5, The George Washington University, Institute for International Economic Policy.
    12. Sebastian Heise, 2018. "Firm-to-Firm Relationships and Price Rigidity: Theory and Evidence," 2018 Meeting Papers 937, Society for Economic Dynamics.
    13. Sebastian Heise, 2016. "Firm-to-Firm Relationships and Price Rigidity - Theory and Evidence," CESifo Working Paper Series 6226, CESifo Group Munich.
    14. Fitzgerald, Doireann & Haller, Stefanie, 2018. "Exporters and shocks," Journal of International Economics, Elsevier, vol. 113(C), pages 154-171.
    15. Pau Roldán & Sonia Gilbukh, 2018. "Firm dynamics and pricing under customer capital accumulation," Working Papers 1838, Banco de España;Working Papers Homepage.
    16. David Argente & Munseob Lee & Sara Moreira, 2018. "How do Firms Grow? The Life Cycle of Products Matters," 2018 Meeting Papers 1174, Society for Economic Dynamics.
    17. Yaniv Yedid-Levi & Stefanie Haller & Doireann Fitzgerald, 2017. "How Firms Grow," 2017 Meeting Papers 1294, Society for Economic Dynamics.

    More about this item

    Keywords

    Exporter dynamics; Customer base; Learning;

    JEL classification:

    • F1 - International Economics - - Trade
    • L11 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Production, Pricing, and Market Structure; Size Distribution of Firms

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