In markets for retail …financial products and health services, consumers often rely on the advice of intermediaries to decide which specialized offering best …fits their needs. Product providers, in turn, compete to influence the intermediary's advice through hidden kickbacks or disclosed commissions. Motivated by the controversial role of these widespread practices, we formulate a model to analyze competition through commissions from a positive and normative standpoint. The model high-lights the role of commissions in making the adviser responsive to supply-side incentives. We characterize situations when commonly adopted policies such as mandatory disclosure and caps on commissions have unintended welfare consequences.

Competition through commissions and kickbacks

OTTAVIANI, MARCO M.
2012

Abstract

In markets for retail …financial products and health services, consumers often rely on the advice of intermediaries to decide which specialized offering best …fits their needs. Product providers, in turn, compete to influence the intermediary's advice through hidden kickbacks or disclosed commissions. Motivated by the controversial role of these widespread practices, we formulate a model to analyze competition through commissions from a positive and normative standpoint. The model high-lights the role of commissions in making the adviser responsive to supply-side incentives. We characterize situations when commonly adopted policies such as mandatory disclosure and caps on commissions have unintended welfare consequences.
2012
R., Inderst; Ottaviani, MARCO M.
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11565/3735041
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