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Cited by 131Customer Service Quality and LoyaltyQuality and Supply ManagementOutsourcing and Supply Chain Management

The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences

Open access
Geiger, Ingmar, Durand, Aurélia, Saab, Samy, Kleinaltenkamp, Michael, Baxter, Roger, Lee, Yeonhee·2012·Industrial Marketing Management
DOI 10.1016/j.indmarman.2011.11.013
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  • Customers maintain relationships not only because they want to but also because they have to (switching costs perspective).

    “Customers maintain relationships not only because they want to (PV/RQ perspective) but also because they have to (i.e., switching costs perspective; Geiger et al. 2012).”

    From Understanding and managing customer relational benefits in services: a meta-analysis (2020) · cites this paper as Geiger et al. 2012

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Research works printed but not linked: 3

  1. Brown, J. R., Lusch, R. F., & Muehling, D. D. (1983). Conflict and power-dependence relations in retailer-supplier channels. Journal of Retailing, 59(4), 53.
  2. Brown, J. R., Lusch, R. F., & Nicholson, C. Y. (1995). Power and relationship commitment: Their impact on marketing. Journal of Retailing, 71(4), 363.
  3. Henseler, J., Ringle, C. M., & Sinkovics, R. R. (2009). The use of partial least squares modeling in international marketing. In R. R. Sinkovics & P. N. Ghauri (Eds.), Advances in international marketing (Vol. 20, pp. 277-319): Emerald.

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Authors
Geiger, I., Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., & Lee, Y.
Affiliations
  • Freie Universität Berlin (DE)
  • HEC Montréal (CA)
  • Auckland University of Technology (NZ)
  • Advanced Institute of Convergence Technology (KR)
Corresponding author
Geiger, Ingmar
ORCID
Venue
Industrial Marketing Management
Publisher
Elsevier BV
Published
2012-01
Volume
41
Issue
1
Pages
82-93
ISSN
0019-8501 (ISSN-L)
DOI
10.1016/j.indmarman.2011.11.013
OpenAlex
W2091517646
Cited by
131
References
89
Citations by year
2026: 5 · 2025: 1 · 2024: 7 · 2023: 14 · 2022: 8 · 2021: 7 · 2020: 9 · 2019: 4 · 2018: 20 · 2017: 15 · 2016: 11 · 2015: 11 · 2014: 7 · 2013: 5 · 2012: 2
FWCI
10.39
Type
journal article
Language
en
Open access
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations
  • Industrial Marketing Management (publishedVersion)
  • Tuwhera (Auckland University of Technology) (submittedVersion)
  • OPUS (Aalen University) (submittedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
  • Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
  • Social Sciences › Business, Management and Accounting › Management Information Systems › Outsourcing and Supply Chain Management
Keywords
buyer-seller relationships, relationship value, switching costs, role differences, transaction cost analysis, institutional arrangements, industrial purchasing

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