Buyer power and category captainship
Claire Chambolle (),
Vanessa Schlippenbach () and
Pascale Bazoche
Additional contact information
Vanessa Schlippenbach: DIW Berlin - Deutsches Institut für Wirtschaftsforschung
Post-Print from HAL
Abstract:
We consider one retailer and two manufacturers that have private information about demand characteristics. To ensure truthful revelation, the retailer provides one of the suppliers, i.e. category captain, with a rst-mover advantage in the negotiations. After the negotiation with the retailer is completed, the category captain reveals the information truthfully. This enables the retailer to use the information in the negotiation with the rival supplier. Accordingly, the retailer and the category captain are able to extract rent from the rival supplier. However, the revelation of information after the rst negotiation weakens the rent-shifting mechanism to the bene t of all fi rms.
Keywords: category captainship; vertical relation; buyer power (search for similar items in EconPapers)
Date: 2012-09-02
References: Add references at CitEc
Citations:
Published in EARIE 2012, European Association for Research in Industrial Economics (EARIE). Bruxelles, BEL., Sep 2012, Rome, Italy. 19 p
There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.
Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
HTML/Text
Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02810408
Access Statistics for this paper
More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().