This study examines the payoff of various initiatives taken by Vietnamese manufacturers to increase their bargaining power relative to global buyers and capture a larger share of the value generated in global value chains. The study focuses on functional upgrade initiatives (i.e., product development, after-sales services, distribution, and promotion) and negotiation process initiatives (i.e., market intelligence and improvement of negotiation skills). A structural equation modelling method is used to analyse the data collected in 2017 from 354 Vietnamese manufacturers inserted in global value chains. The study finds that all initiatives, except after-sales services, significantly strengthen the manufacturers' bargaining power, which, in turn, enhances their export performance.

本研究考察了越南制造商为提高其相对于全球买家的议价能力并在全球价值链产生的价值中获得更大份额而采取的各种举措的回报。该研究侧重于功能升级举措（即产品开发、售后服务、分销和促销）和谈判过程举措（即市场情报和谈判技巧的提高）。使用结构方程建模方法分析了 2017 年从插入全球价值链的 354 家越南制造商收集的数据。研究发现，除售后服务外，所有举措都显着增强了制造商的议价能力，进而提高了他们的出口业绩。