Trust, Investment and Competition: Theory and Evidence from German Car Manufacturers

,, Giacomo Calzolari (), Johannes Koenen (), Giancarlo Spagnolo and Konrad Stahl
Authors registered in the RePEc Author Service: Leonardo Felli

No 13750, CEPR Discussion Papers from C.E.P.R. Discussion Papers

Abstract: Based on data from a comprehensive benchmarking study on buyer-supplier relationships in the German automotive industry, we show that more trust in a relationship is associated with higher idiosyncratic investment by suppliers and better part quality|but also with more competition among suppliers. Both associations hold only for parts involving comparatively unsophisticated technology, and disappear for parts involving sophisticated technology. We rationalize all these observations by means of a relational contracting model of repeated procurement with non-contractible, buyer-specific investments. In relationships involving higher trust, buyers are able to induce higher investment and more intense competition among suppliers|but only when the buyer has the bargaining power. This ability disappears when the bargaining power resides with the supplier(s).

Keywords: Relational contracts; Hold-up; Buyer-supplier contracts; Bargaining power (search for similar items in EconPapers)
JEL-codes: D86 L14 L62 O34 (search for similar items in EconPapers)
Date: 2019-05
New Economics Papers: this item is included in nep-com, nep-cta and nep-soc
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (3)

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Working Paper: Trust, Investment and Competition: Theory and Evidence From German Car Manufacturers (2019)
Working Paper: Trust, investment and competition: theory and evidence from German car manufacturers (2019)
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