Pivotal Buyers and Bargaining Power.

Securing sales to a large bayer can be pivotal to a supplier' s decision to produce. Conventional wisdom holds that being pivotal improves a bayer's bargaining position. This paper finds otherwise. In a model in which a supplier bargains bilaterally with multiple buyers, becoming pivotal through merger always tends to worsen the merging buyers' bargaining position vis-a-vis the supplier.

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Year of publication:	2000
Authors:	Raskovich, A.
Institutions:	Antitrust Division, Department of Justice
Subject:	BARGAINING \| DECISION MAKING \| PRODUCTION

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Series:	U.S. Department of Justice - Antitrust Division.
Type of publication:	Book / Working Paper
Notes:	23 pages
Classification:	L23 - Organization of Production ; C78 - Bargaining Theory; Matching Theory ; L10 - Market Structure, Firm Strategy, and Market Performance. General
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10005625620