EconPapers    
Economics at your fingertips  
 

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
Note: View the original document on HAL open archive server: https://hal.inrae.fr/hal-02810408
References: Add references at CitEc
Citations: Track citations by RSS feed

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 ().

 
Page updated 2021-12-16
Handle: RePEc:hal:journl:hal-02810408