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Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets
Abstract
High-technology markets represent unique problems for organizational buyers and, in turn, for their existing and potential vendors. These problems are due to high levels of uncertainty and the presence of switching costs tied to existing technologies or vendors. The authors focus on two aspects of buyer decision making in such markets: (1) whether buyers include new vendors at the consideration stage of the process and (2) whether they switch to new vendors at the choice stage. Using survey data from organizational buyers’ purchases of computer workstation equipment, the authors present a joint test of the antecedent conditions that influence the two processes. Based on a sequential logit model, they show that individual antecedents have different effects on consideration and switching behavior. The authors then discuss the implications of their study for the literatures on high-technology markets and organizational buyer behavior.
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Consumer Switching Costs: A Typology, Antecedents, and Consequences
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Lam, S. Y., Shankar, V., Erramilli, M. K., & Murthy, B. (2004) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304263330 · Cited by 1,828
The Effect of Market Orientation on Product Innovation
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Metadata
- Authors
- Heide, J. B., & Weiss, A. M.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1995-07
- Volume
- 59
- Issue
- 3
- Pages
- 30-43
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2324854398
- Cited by
- 610
- References
- 8
- FWCI
- 14.59
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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