SIGNALING QUALITY BY SELLING THROUGH A REPUTABLE RETAILER - AN EXAMPLE OF RENTING THE REPUTATION OF ANOTHER AGENT

This paper gives an example of renting the reputation of another agent to signal quality. We show that in a ''maximally'' separating equilib rium, manufacturers of high quality products distribute through retail ers with strong reputation (reputable retailers), while manufacturers of low quality products distribute through retailers with no reputatio n (discounters). In this way, even if high quality manufacturers have no reputation of their own to post as bond, they can signal quality by posting the reputation of the retailers. In equilibrium, reputable re tailers never default on their reputation. We also show that it pays t he retailers to invest in reputation, as reputable retailers earn prof its bounded away from zero under endogenous sequential entry, while th e discounters' profits are zero.