Séminaire GREDEG - Gianmarco Ottaviano (London School of Economics)

"The Buyer Margins of Firms' Exports"

09-06-2016 Salle Picasso
Publication : 09-06-2016
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Gianmarco Ottaviano

(London School of Economics)


Jeudi 9 juin 2016 


Résumé : We use detailed data on exporters from Costa Rica, Ecuador and Uruguay as well as on their buyers to show that aggregate exports are disproportionnaly driven by few multi-buyers exporters whose foreign sales of any product are in turn accounted for by few dominant buyers. We propose an analytically solvable multi-country model of endogenous selection in which dominant exporters, dominant products and dominant buyers emerge in parallel as multi-product sellers with heterogeneous technologies compete for buyers with heterogeneous needs. The model not only provides an explanation of the existence of dominant buyers but also makes specific predictions on how the relative importance of dominant buyers should vary across export destinations depending on their market size and accessibility. We show that these predictions are borne out by our data. 


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