An empirical examination of switching cost investments in business‐to‐business marketing relationships

Charles C. Nielson (Assistant Professor at the American Graduate School of International Management, Glendale, Arizona, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 1996

Abstract

The concept of switching costs or transaction‐specific investments has been widely used in theoretical models of industrial buyer‐seller relationships. Yet there are few empirical studies that have examined the dimensionality of switching costs. The purpose of this study is to investigate empirically the dimensions of switching costs. Different typologies, or dimensions, of switching costs are identified from a review of the literature. Measures of these dimensions are developed and empirically tested for construct and pragmatic validity using confirmatory factor analysis and structural equation modelling. Two switching cost dimensions are identified and validated: hard assets and soft assets.

Keywords

Citation

Nielson, C. (1996), "An empirical examination of switching cost investments in business‐to‐business marketing relationships", Journal of Business & Industrial Marketing, Vol. 11 No. 6, pp. 38-60. https://doi.org/10.1108/08858629610151299

Download as .RIS

Publisher

:

MCB UP Ltd

Copyright © 1996, MCB UP Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.