The bargaining power, value capture, and export performance of Vietnamese manufacturers in global value chains

• This study examines the payoff of upgrade and negotiation process initiatives taken by export manufacturers from emerging economies. The uses a structural equational modelling approach to analyse data collected 354 Vietnamese manufacturers. finds that all initiatives, except after-sales services, strengthen manufacturers’ bargaining power performance. is first identify two sources economy firms: negotiating functional upgrade. large-scale empirical investigating firms inserting in global value chains. various increase their relative buyers capture larger share generated focuses on (i.e., product development, distribution, promotion) market intelligence improvement skills). A equation method used 2017 inserted significantly manufacturers' power, which, turn, enhances