WORK IN PROGRESS Bargaining Power as a Source of Competitive Advantage: Empirical Evidence from Medical Devices
نویسنده
چکیده
∗Data for this research was generously provided by Millennium Research Group (www.mrg.net). Many thanks to Adam Brandenburger, Ali Yurukoglu, Allan Collard-Wexler, Ariel Pakes, Catherine de Fontenay, Gus Stuart, Hong Luo, John Asker, Lúıs Cabral, Melissa Schilling, Michael Katz, and seminar audiences at NYU Stern’s Management Student Brownbag, NYU Stern NASS, and NYU GSAS Microeconomics Student Seminar for helpful comments. Andy Cron, John Brumleve, Mark Bly, and Rob Tumarkin have been especially helpful in teaching me about medical device manufacturing and sales. Craig DeOdene and Dr. Frederick Feit of NYU Medical Center were also beyond generous with their time and knowledge regarding hospital purchasing and the inner workings of a cardiac catheterization lab.
منابع مشابه
Does Scale of Public Hospitals Affect Bargaining Power? Evidence From Japan
Background Many of public hospitals in Japan have had a deficit for a long time. Japanese local governments have been encouraging public hospitals to use group purchasing of drugs to benefit from the economies of scale, and increase their bargaining power for obtaining discounts in drug purchasing, thus improving their financial situation. In this study, we empirically investigate whether or no...
متن کاملAn Empirical Investigation of the Impact of Intellectual Capital on Firms’ Market Value and Financial Performance: Evidence from Iranian Companies
In modern economics, Intellectual capital is described as an intangible asset which can be used as a source of sustainable competitive advantage. However, intellectual capital components have to interact in themselves to create value. The paper seeks to examine the impact of intellectual capital on firms’ market value and financial performance. The efficiency of the value added by corporate int...
متن کاملAbsorptive Capability and Competitive Advantage: Some Insights from Indian Pharmaceutical Industry
Every firm learns through firm specific methods. This learning process is operationalized by firm’s knowledge management practices. Therefore, knowledge to result in successful learning should be assisted by a combinative framework which can enhance a firms’ absorptive capability. This in turn will play a decisive role for achieving competitive advantage. Current literature in strategic managem...
متن کاملBargaining Ability and Competitive Advantage: Empirical Evidence from Medical Devices
In markets where buyers and suppliers negotiate prices, supplier costs, buyer willingnessto-pay, and competition (forces strategists often refer to as sources of bargaining power) determine only a range of potential prices, leaving the final price dependent on other factors (e.g. negotiating skill), which I call bargaining ability. I use a model of buyer demand and buyer-supplier bargaining, co...
متن کاملChoosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation.
Although the negotiations literature identifies a variety of approaches for improving one's power position, the relative benefits of these approaches remain largely unexplored. The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the relative benefit of an advantage in one's BATNA (i.e., having a better alternative t...
متن کامل