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Contractual signalling, relationship-specific investment and exclusive agreements

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  • Luis Vasconcelos

Abstract

I analyze a simple model of hold-up with asymmetric information at the contracting stage. I show that contractual signalling and e¢ ciency of investment can conflict if only quantity is contractible. This is because contracted quantity encourages investment in the relationship but also signals information. This con?ict generates ine¢ cient equilibria in terms of investment. Contracting on exclusivity in addition to quantity resolves the con?ict (and consequently eliminates the ine¢ ciency of investment) when the asymmetry of information concerns the value of trade with external parties. While exclusivity also signals information, unlike quantity it does not directly a¤ect relationship-speci?c investment.

Suggested Citation

  • Luis Vasconcelos, 2006. "Contractual signalling, relationship-specific investment and exclusive agreements," Nova SBE Working Paper Series wp495, Universidade Nova de Lisboa, Nova School of Business and Economics.
    • Handle: RePEc:unl:unlfep:wp495
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    Cited by:

    1. Patrick W Schmitz, 2022. "How (Not) to Purchase Novel Goods and Services: Specific Performance Versus at-will Contracts," The Economic Journal, Royal Economic Society, vol. 132(647), pages 2563-2577.
    2. Chiara Fumagalli & Massimo Motta & Thomas Rønde, 2009. "Exclusive Dealing: The Interaction between Foreclosure and Investment Promotion," Working Papers 2009.120, Fondazione Eni Enrico Mattei.
    3. Schmitz, Patrick W., 2023. "Completely relationship-specific investments, transaction costs, and the property rights theory," Economics Letters, Elsevier, vol. 226(C).
    4. Schmitz, Patrick W., 2023. "The proper scope of government reconsidered: Asymmetric information and incentive contracts," European Economic Review, Elsevier, vol. 157(C).
    5. Marianao Selvaggi & Luis Vasconcelos, 2006. "Star Wars: exclusive superstars and collusive outcomes," Nova SBE Working Paper Series wp496, Universidade Nova de Lisboa, Nova School of Business and Economics.
    6. Dongyeol Lee, 2015. "The Competitive Effect of Exclusive Dealing in the Presence of Renegotiation Breakdown," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 47(1), pages 25-50, August.
    7. Dawen Meng & Guoqiang Tian, 2021. "The competitive and welfare effects of long-term contracts with network externalities and bounded rationality," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 72(1), pages 337-375, July.
    8. Vasconcelos, Luís, 2017. "A signaling-based theory of contractual commitment to relationships," European Economic Review, Elsevier, vol. 93(C), pages 123-138.

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    More about this item

    JEL classification:

    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • L40 - Industrial Organization - - Antitrust Issues and Policies - - - General
    • D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design
    • K21 - Law and Economics - - Regulation and Business Law - - - Antitrust Law

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