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Contractual price provisions and their determinants in conditions of uncertainty: the case of Chilean fruit exports

Abstract : This article analyzes the choice of export contracts of perishable goods. It draws on the Transactional Cost Theory, and particularly the literature of incomplete contracts. Using a 2014 database of 177,296 transactions and corresponding contracts performed by Chilean fruit exporters, together with qualitative information gathered from a field survey, we show through a binomial logit that the choice between firm sale and consignment is a function of the environmental uncertainty of the importing country, the temporal specificity of the transacted product and the frequency of transactions.
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Submitted on : Monday, May 25, 2020 - 3:47:41 PM
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  • HAL Id : hal-02618927, version 1
  • PRODINRA : 440982

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Iciar Pavez, Jean Marie Codron. Contractual price provisions and their determinants in conditions of uncertainty: the case of Chilean fruit exports. Management international, HEC Montréal, 2018, 22 (4), pp.92-104. ⟨hal-02618927⟩

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