How does a change in outside options affect relational contracting outcomes? Experimental evidence and implications for agricultural contracting

Author:

Brindley Jacob1,MacDonald James M.2,Wu Steven Y.3ORCID

Affiliation:

1. Department of Economics Purdue University West Lafayette Indiana USA

2. Department of Agricultural and Resource Economics University of Maryland College Park Maryland USA

3. Department of Agricultural Economics Purdue University West Lafayette Indiana USA

Abstract

AbstractWe use experiments, guided by theory, to examine how an exogenous decrease in the value of an agent's outside option (e.g., a proxy for a reduction in alternative contracting opportunities) affects relational contracting across two institutional environments. In the pure relational contracting environment, principals respond to a reduction in agents' outside option by restructuring contracts to offer fewer payment guarantees. This exposes agents to more counter‐party risk and their actual profits fell well short of promised profits. This is mitigated when contracting institutions permit formal contracts to coexist with relational contracts. Extensive margin and intensive margin efficiency are mostly unaffected.

Funder

National Institute of Food and Agriculture

Publisher

Wiley

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