Markup, Customer Base, and Firm Dynamics, Job Market Paper, 2020
This paper studies how firm-level market power, accumulated through customer base, affects markup cyclicality and life-cycle growth. Using COMPUSTAT data and a panel local projection approach, I document two new empirical findings: (i) firm-level markup decreases by 0.15\% in response to a 1\% positive TFP shock and by 0.5\% following an expansionary monetary policy shock, and (ii) smaller firms exhibit two to three times stronger countercyclical markup responses than larger firms. To explain these patterns, I develop a firm dynamics model with customer base accumulation and endogenous entry and exit. The key mechanism is an invest-harvest tradeoff: firms lower markups to build customer base when conditions are favorable. The calibrated model matches both the empirical impulse responses and, without targeting, the age-dependent growth and exit rates observed in the data.