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PHAM, Hanh and PETERSEN, Bent (2021). The Bargaining Power, Value Capture, and Export Performance Of Vietnamese Manufacturers In Global Value Chains. International Business Review, 30 (6).
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Pham&Petersen 2021 IBR accepted verson.pdf - Accepted Version Creative Commons Attribution Non-commercial No Derivatives. Download (752kB) | Preview |
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: | 27 Aug 2022 01:18 |
| URI: | https://shura.shu.ac.uk/id/eprint/28202 |
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