The Bargaining Power, Value Capture, and Export Performance of Vietnamese Manufacturers in Global Value Chains

Hanh Song Thi Pham, Bent Petersen

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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.

Original languageEnglish
Article number101829
JournalInternational Business Review
Issue number6
Number of pages13
Publication statusPublished - Dec 2021

Bibliographical note

Published online: 27. February 2021


  • Bargaining power
  • Emerging economy firms
  • Export performance
  • Functional upgrading
  • Global value chains
  • Negotiation skills
  • Value capture

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