The bargaining power, value capture, and export performance of Vietnamese manufacturers in global value chains

Hanh Song Thi Pham and Bent Petersen

International Business Review, 2021, vol. 30, issue 6

Abstract: This study examines the payoff of various initiatives taken by Vietnamese manufacturers to increase their bargaining power relative to global buyers and capture a larger share of the value generated in global value chains. The study focuses on functional upgrade initiatives (i.e., product development, after-sales services, distribution, and promotion) and negotiation process initiatives (i.e., market intelligence and improvement of negotiation skills). A structural equation modelling method is used to analyse the data collected in 2017 from 354 Vietnamese manufacturers inserted in global value chains. The study finds that all initiatives, except after-sales services, significantly strengthen the manufacturers' bargaining power, which, in turn, enhances their export performance.

Keywords: Global value chains; Emerging economy firms; Functional upgrading; Negotiation skills; Bargaining power; Value capture; Export performance (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (9)

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DOI: 10.1016/j.ibusrev.2021.101829

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