NATIONAL BUREAU OF ECONOMIC RESEARCH
NATIONAL BUREAU OF ECONOMIC RESEARCH

Efficiency and Foreclosure Effects of All-Units Discounts: Empirical Evidence

Christopher T. Conlon, Julie Holland Mortimer

NBER Working Paper No. 19709
Issued in December 2013
NBER Program(s):   IO

All-Units Discounts are vertical rebates in which a manufacturer pays a retailer a linear wholesale price up to a quantity threshold; beyond the threshold, the retailer receives a discount on all future and previous units. Such contracts, which are common in many industries, potentially have both efficiency and foreclosure effects. Using a new dataset containing detailed information on the sales and rebate payments of a retailer in the confections industry, we estimate structural models of demand and retailer effort to quantify the efficiency gains induced by the contract. We show how the contract allocates the cost of a stock-out between the manufacturer and retailer, and find evidence that the contract increases industry profitability, but fails to implement the product assortment that maximizes social surplus for the industry. Finally, we point out that the impact of many upstream mergers is felt through wholesale prices instead of retail prices. We examine the impact of various upstream mergers on the willingness of the dominant manufacturer to offer rebate contracts, and the impact that the rebate contracts have on social welfare.

You may purchase this paper on-line in .pdf format from SSRN.com ($5) for electronic delivery.

Information about Free Papers

You should expect a free download if you are a subscriber, a corporate associate of the NBER, a journalist, an employee of the U.S. federal government with a ".GOV" domain name, or a resident of nearly any developing country or transition economy.

If you usually get free papers at work/university but do not at home, you can either connect to your work VPN or proxy (if any) or elect to have a link to the paper emailed to your work email address below. The email address must be connected to a subscribing college, university, or other subscribing institution. Gmail and other free email addresses will not have access.

E-mail:

This paper was revised on June 23, 2014

Acknowledgments

Machine-readable bibliographic record - MARC, RIS, BibTeX

Document Object Identifier (DOI): 10.3386/w19709

Users who downloaded this paper also downloaded these:
Conlon and Mortimer w19703 An Experimental Approach to Merger Evaluation
 
Publications
Activities
Meetings
Data
People
About

Support
National Bureau of Economic Research, 1050 Massachusetts Ave., Cambridge, MA 02138; 617-868-3900; email: info@nber.org

Contact Us