Payoff uncertainty, bargaining power, and the strategic sequencing of bilateral negotiations

Krasteva, Silvana; Yıldırım, Hüseyin

doi:10.1111/j.1756-2171.2012.00184.x

Cited by 26 publications

(8 citation statements)

References 32 publications

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“…Therefore, compelling approach in selling the product may hinder an entrant in building strong relationships with its customers. Alternatively, to realize the first-mover advantage, an entrant may use his/her soft power while setting up prices with a strong complementarity between product offerings (Krasteva & Yildirim, 2012). Therefore, complementor relationship management becomes critical as suggested by Hamilton and Srivastava (2008), and Reiss (2010) not only to build trust but also to create a healthy relationship, and selling is a relationship management (Reilly, 2010).…”

Section: Discussionmentioning

confidence: 99%

Gauging the Market and Non-Market Forces in Indian Aquaculture Industry for a Strategic Position in Fish Vaccines Market

Pallapothu¹,

Evans²

2013

JMS

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Indian aquaculture segment has become a growth engine for the agriculture sector and is postulated to be one of the key sources of food-protein supporting the growing Indian population. Significant potential for new fish vaccine business was demonstrated previously using market and sales potential assessments; however, in addition to the overall market attractiveness, estimating the market and non-market forces in an industry is vital to ensure profitability in a new business. Therefore, this research directed attention to gauging the forces using Porter’s five market forces (2008) and Prasad’s (2011) non-market forces (national culture and history) framework together with measuring the benefits of complementors. Each of the forces was measured and key drivers within each force were identified. A base case revenue scenario was built on forecasts and the impact of the major forces was tied to the income statement to determine sensitivity of the revenue forecasts. The results suggest that the buyer power and the substitute power are the major competitive forces. The power of complementor products was also found significant and an entrant could counter the predicted losses in profitability due to influences of these market and non-market forces by providing product-product bundles thus reaping considerable improvements in net present value (NPV) and internal rate of returns (IRR) on investments. The NPV from this analysis thus yielded a range between $0.97 and $7.5 million with an IRR ranging between 29.9% and 35.8% depending on the variables considered in the sensitivity analysis. Therefore, to realize profit potential and many other advantages, the entrant may choose a strategy of reaching the customer with a solution package either by producing complementors internally or by joining hands with strategic partners in the industry

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Section: Discussionmentioning

confidence: 99%

Gauging the Market and Non-Market Forces in Indian Aquaculture Industry for a Strategic Position in Fish Vaccines Market

Pallapothu¹,

Evans²

2013

JMS

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“…Our results on strategic sequencing of litigation targets are related to the literature on optimal negotiation sequence. Krasteva and Yildirim (), for instance, consider the sequencing choice of a buyer who negotiates with the sellers of two complementary objects with uncertain payoffs. They show that the buyer's optimal sequencing is to negotiate with the weak seller if the sellers have diverse bargaining powers.…”

Section: Strategic Litigation Target Choicementioning

confidence: 99%

A Model of Patent Trolls

Choi

Gerlach

2018

Int Economic Review

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This article develops a model of patent trolls to understand various litigation strategies employed by nonpracticing entities (NPEs). When an NPE faces multiple potential infringers who use related technologies, it can gain a credible threat to litigate even when it has no such credibility vis‐à‐vis any single potential infringer in isolation. This is due to an information externality generated by an early litigation outcome for subsequent litigation. Successful litigation creates an option value against future potential infringers through Bayesian updating. We discuss policy implications including legal fee shifting and the use of injunctive relief.

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“…La elección de la secuencia de un comprador que negocia con los vendedores de dos objetos complementarios trae beneficios inciertos, según Krasteva & Yildirim (2012). Una posibilidad es la generación de un comercio ineficiente supuesta una preferencia estricta de secuenciación.…”

Section: Comercio Intrafirma Y Comercio Internacionalunclassified

Competitiveness in the automotive sector in Departmento del Atlantico

2017

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This article seeks to reflect the behavior of growth or decline of the automotive sector in the Atlantic and its relationship with the global market. It deals with the concept of intrafirma for the expression of the international integration of production, because of the decisions of transnational corporations regarding the location of their productive activities and the monopoly that indicates the degree of interrelation with multinational companies. Methodologically it proceeded from the data of the SIREM (System of Information and Business Report) in the department of the Atlantic, for the identification of the main components that regulates the activity of the sector in relation to the other departments. It has as a result the important components to display if the sector is in growth or decrease according to the main components between those who are assets, liabilities and assets of the companies in the sector. It is compared with other components to perform a more thorough analysis of the behavior and thus determines the economic state of firms according to the results obtained for the decision making of strategies to implement by the companies.Este artículo busca reflejar el comportamiento de crecimiento o decrecimiento del sector automotriz en el Atlántico y su relación con el mercado global. Se maneja el concepto de intrafirma para la expresión de la integración internacional de la producción, como resultado de las decisiones de las empresas transnacionales acerca de la localización de sus actividades productivas y el cuasimonopolio que indica el grado de interrelación con las empresas multinacionales. Metodológicamente se procedió a partir de los datos del SIREM (Sistema de Información y Reporte Empresarial) en el departamento del Atlántico, para la identificación de los componentes principales que regula la actividad del sector en relación con los otros departamentos. Se tiene como resultado los componentes importantes para visualizar si el sector se encuentra en crecimiento o decrecimiento según los principales componentes entre los que están activos, pasivos y patrimonio de las empresas del sector, el cual se compara con otros componentes para realizar un análisis más profundo del comportamiento y así determinar el estado económico de las empresas según los resultados obtenidos para la toma de decisiones de estrategias a implementar por las empresas.Este artigo procura refletir o comportamento de crescimento ou declínio do sector automóvel no Atlântico e a sua relação com o mercado global. Ele aborda o conceito de intrafirma para a expressão da integração da produção internacional como resultado das decisões das empresas transnacionais no que diz respeito à localização das suas actividades produtivas e a situação de monopólio de que indica o grau de interrelação com empresas multinacionais. Metodologicamente que procedeu a partir dos dados do SIREM (Sistema de Informações e relatório de negócios) no departamento do Atlântico, para a identificação dos principais componentes que regula a atividade do sector em relação a outros departamentos. Ela tem como resultado os componentes importantes para exibir se o sector em crescimento ou diminuir de acordo com os componentes principais entre aqueles que são activos e passivos e activos das empresas no sector, o que compara com outros componentes para realizar uma análise mais aprofundada do comportamento e assim determinar a situação económica das empresas de acordo com os resultados obtidos para a tomada de decisões de estratégias a aplicar pelas empresas.

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Payoff uncertainty, bargaining power, and the strategic sequencing of bilateral negotiations

Cited by 26 publications

References 32 publications

Gauging the Market and Non-Market Forces in Indian Aquaculture Industry for a Strategic Position in Fish Vaccines Market

Gauging the Market and Non-Market Forces in Indian Aquaculture Industry for a Strategic Position in Fish Vaccines Market

A Model of Patent Trolls

Competitiveness in the automotive sector in Departmento del Atlantico

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