Suppliers' willingness of customization, effective communication, and trust: a study of switching cost antecedents

Yen, Yu Xiang; Wang, Edward; Horng, Der Juinn

doi:10.1108/08858621111126992

Cited by 44 publications

(34 citation statements)

References 67 publications

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“…The results of this study also demonstrated positive relationship between brand trust and switching costs supporting the results of the previous studies (Yen et al, 2011;Konuk & Konuk, 2012). In line with this finding, it is infeered that unsuccseesful service recoveries may lead customers switch their current service provider, thus recruiting new customers will bring extra costs for the company (Maxham III, 1999, p.21).…”

Section: Discussionsupporting

confidence: 79%

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The Role of Perceived Justice in Building Brand Trust

Konuk¹

2013

IJMS

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The objective of this study is to examine the relationships between perceived justice, brand trust and switching costs. In this context, using convenience sampling, a survey was conducted on 427 complaining customers regarding with white goods. Structural equation modeling was used to test the proposed hypotheses. The results of the empirical study reveal that perceived justice dimensions are positively related to brand trust and switching costs. In addition, the findings also confirm positive relationship between brand trust and switching costs. At the end of this study, managerial implications are discussed.

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Section: Discussionsupporting

confidence: 79%

“…Recent evidence revealed positive relationship between trust and switching costs (Yen et al, 2011;Konuk & Konuk, 2012). In other words, brand trust can be attributed as a switching barrier by the customers.…”

Section: Brand Trust and Switching Costsmentioning

confidence: 99%

The Role of Perceived Justice in Building Brand Trust

Konuk¹

2013

IJMS

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“…Moreover, while switching costs considerations have been studied in MIS research, they have not been tied to trust aspects. Trust is an important determinant of such switching cost assessments [49]. Hence, integrating these concepts in the context of IS use is beneficial.…”

Section: Social Investment In the Context Of Social Networking Websitesmentioning

confidence: 99%

The Dual Role of Trust in System Use

Turel

Gefen

2013

Journal of Computer Information Systems

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Many studies have shown that trust is an important cognition that drives the continued use of information systems. The theoretical reasoning behind this effect has been that trust helps people rule out undesirable, yet possible, opportunistic behaviors, and ultimately makes users more at ease regarding transacting with a website. In this study, we build on the relationship marketing literature and argue that trust may have an even broader role in post-adoption contexts than previously assumed. Not only can trust influence system use intentions directly (a dedication mechanism), but also indirectly through the promotion of social investment in a relationship with a system and its users. This social investment represents a procedural-relational switching cost (a constraint mechanism) which further increases continuance intent. Data collected from 382 social networking website users support the hypotheses and validate the proposed dual-role of trust. Implications for research and practice are discussed.

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“…The supplier may design a specific marketing strategy to respond to the pressure from its main competitors, such as the determination of product variety, price reductions, and market expansion share (Prior, 2012). Before the marketing strategy is executed the marketing division should first communicate with the retailer or customer (Yen, Wang, & Horng, 2011). Frequently, suppliers revise their strategies if they encounter resistance in the early stages of the socialization of the marketing strategies.…”

Section: Network Synergy Capacitymentioning

confidence: 99%

Elaborating the Role of Network Synergy Capacity as a Supplier’s Alternative Terminal for Achieving Marketing Performance

Setiawan¹,

Hanfan²

2017

IJBS

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This research aims to construct a model of network synergy capacity in order to fill the research gap between trust-developing capability and marketing performance. This research model involves a number of other important supporting variables such as competitive position strengthening and excellent service commitment to improve marketing performance. At the beginning, 320 companies which distribute industrial products in Indonesia were contacted for the study using a purposive sampling technique. To achieve normality of data distribution, it was 263 respondent selected to be processed using AMOS. Our research indicated that the level of goodness of fit for the model meets all the necessary conditions and all the hypotheses proposed are supported. Even though network synergy capacity, in some pathways, has terminal role for increasing marketing performance but it is not as important as function of other variables, competitive position strengthening and excellent service commitment. Network synergy capacity as the novelty of this study contributed towards enhancing the body of knowledge of the network theory.Keywords: Network Synergy Capacity; Trust-developing Capability; Competitive Position Strengthening; ExcellentService Commitment; Marketing Performance.

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Suppliers' willingness of customization, effective communication, and trust: a study of switching cost antecedents

Cited by 44 publications

References 67 publications

The Role of Perceived Justice in Building Brand Trust

The Role of Perceived Justice in Building Brand Trust

The Dual Role of Trust in System Use

Elaborating the Role of Network Synergy Capacity as a Supplier’s Alternative Terminal for Achieving Marketing Performance

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