Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects

By Kenneth H. Wathne, Harald Biong, Jan B. Heide. 2001

455 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/a1338ec2d962dbc63babac1d6f7ddc1bd4d6e3e4

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In Organizational Behavior and Human Resource Management

In Strategy and Management

Citations in the corpus

Managing passenger behavioral intention: an integrated framework for service quality, satisfaction, perceived value, and switching barriers (2011, background): “…and go to a new provider if they perceive the alternative to be attractive due to the availability of better service, the proximity of location, the availability of a full range of service, and lower fees or the promise of high financial returns (Sharma and Patterson 2000; Wathne et al. 2001).”
Customer value and switching costs in business services: developing exit barriers through strategic value management (2006, background): “In general, this stream of literature suggests that value is a tradeoff between quality and price and that value enhances repurchase intention and discourages switching behavior ( Wathne et al. , 2001”
New insights in the moderating effect of switching costs on the satisfaction-repurchase behavior link (2014, background): “Some authors distinguish between psychological SC (e.g., interpersonal relationships) and economic SC (e.g., search costs) (Marshall et al., 2011 and Wathne et al., 2001).”
Determinants of e-repurchase intentions: An integrative model of quadruple retention drivers (2007, background): “A key argument in the marketing literature is that customers are motivated to remain with a provider due to one or more of four attachments [8,9,11,24, 43 ]: constraint-based (they ‘‘have to’’), desire-based (they ‘‘want to’’), customization-based (they can ‘‘specify modifications’’), community-base”
The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence (2010, background): “Although communication capability may strengthen cross-firm social relationships (Anderson and Narus 1990; Morgan and Hunt 1994) and thereby impact boundary spanners’ interpersonal dependence and loyalty, its ability to erect firm-level switching costs pales in comparison to its impact on presently-”
From customer value to repurchase intentions and recommendations (2008, background): “The decision by customers to re-purchase from the same service provider depends on their past experiences (Wathne et al., 2001); their perceptions of value from previous service encounters (Bolton et al, 2000); and expectations of the future business relationship.”