The Role Of Reputation In Market Entry: Evidence From French Public Procurement

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Maher Kachour
Olivier Mamavi
Haithem Nagati


Reputation, Market Entry, Public Procurement, Contract Awarding, Past Performance


This article studies the impact of reputation on market entry in public procurement. Based on the observation of a French firm with a strong reputation, we demonstrate a significant effect of the difference in public contracts won between date t-1 and date t. Our model provides empirical proof that selection of a supplier with a strong reputation does not hinder entry in public procurement nor does it prevent free competition. This result thus questions the justification for the European Union regulation that limits the use of information on past performance to select suppliers in public markets. The findings also suggest that reputation mechanisms can help reduce uncertainty during contract execution. 


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