Discussion and conclusion

Abstract

The analyses based on the game theoretic model in Chapter 4 indicate that the structure of negotiations along the value chain affects value distribution. Thus, besides considerations of replaceability, firms can aim to increase value capture by creating a beneficial bargaining structure. A bargaining structure is beneficial for a firm if it is positioned in those negotiations in which most complementarity gains are realized. In the commercial aircraft and laundry dryer industries, which are analyzed in the case studies, the OEMs’ capabilities and assets, such as customer access, final integration, and project management capabilities, are critical, scarce resources.