The Bargaining Power, Value Capture, and Export Performance Of Vietnamese Manufacturers In Global Value Chains.

PHAM, Hanh and PETERSEN, Bent (2021). The Bargaining Power, Value Capture, and Export Performance Of Vietnamese Manufacturers In Global Value Chains. International Business Review.

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Official URL: https://www.sciencedirect.com/science/article/pii/...
Link to published version:: https://doi.org/10.1016/j.ibusrev.2021.101829
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    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.

    Item Type: Article
    Uncontrolled Keywords: 1503 Business and Management; 1505 Marketing; Business & Management
    Identification Number: https://doi.org/10.1016/j.ibusrev.2021.101829
    SWORD Depositor: Symplectic Elements
    Depositing User: Symplectic Elements
    Date Deposited: 24 Feb 2021 11:48
    Last Modified: 17 Mar 2021 13:16
    URI: http://shura.shu.ac.uk/id/eprint/28202

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