The DOI matches its Crossref record; 92 of the 92 references it cites were found in a registry or an index.
Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects
Abstract
Recent research has documented how exchanges between buyers and sellers are frequently embedded in social relationships. An unresolved question, however, is the extent to which such relationships protect incumbent suppliers from new competitors and their marketing programs. The authors develop a conceptual framework of how relationship and marketing variables influence choice of supplier and test the framework empirically in the context of business-to-business services. The results show that interpersonal relationships between buyers and suppliers serve as a switching barrier but are considerably less important than both firm-level switching costs and marketing variables. Moreover, unlike switching costs, interpersonal relationships do not play the frequently mentioned role of a buffer against price and product competition. Finally, the authors show that buyers and suppliers hold systematically different views of the determinants of switching.
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Cites
Economic Action and Social Structure: The Problem of Embeddedness
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The commitment-trust theory of relationship marketing
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Social Capital in the Creation of Human Capital
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A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses
Brown, S. P., & Lam, S. K. (2008) · Journal of Retailing · doi:10.1016/j.jretai.2008.06.001 · Cited by 393
Switching barriers in business‐to‐business services: a qualitative study
Yanamandram, V., & White, L. (2006) · International Journal of Service Industry Management · doi:10.1108/09564230610656980 · Cited by 187
Buyers’ perceived switching costs and switching: a meta-analytic assessment of their antecedents
Pick, D., & Eisend, M. (2014) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0349-2 · Cited by 173
Striking the Right Balance: Designing Service to Enhance Business-to-Business Relationships
Bolton, R. N., Smith, A. K., & Wagner, J. (2003) · Journal of Service Research · doi:10.1177/1094670503005004001 · Cited by 135
The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence
Scheer, L. K., Miao, C. F., & Garrett, J. (2010) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-008-0129-6 · Cited by 127
Metadata
- Authors
- Wathne, K. H., Biong, H., & Heide, J. B.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2001-04
- Volume
- 65
- Issue
- 2
- Pages
- 54-66
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2184535128
- Cited by
- 417
- References
- 92
- FWCI
- 32.85
- Type
- journal article
- Language
- en
- Open access
- closed
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- Wathne, K. H., Biong, H., & Heide, J. B. (2001). Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects. Journal of Marketing. https://doi.org/10.1509/jmkg.65.2.54.18254
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
