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The Positive and Negative Effects of Switching Costs on Relational OutcomesUniversity of Tennessee at Chattanooga
The University of Alabama
The University of Alabama
The University of Alabama Research increasingly suggests the importance of switching costs in customer retention strategies. However, research on the downstream effects of different types of switching costs is lacking. This study seeks to address this issue by proposing and testing a framework for examining the alternative routes through which different types of switching costs (i.e., procedural, social, and lost benefits) operate in affecting relational outcomes. Consistent with our hypotheses, social switching costs, and lost benefits costs appear to bolster affective commitment, which subsequently increases positive emotions and repurchase intentions and decreases negative word of mouth. Furthermore, and again consistent with our hypotheses, procedural switching costs appear to bolster calculative commitment, which subsequently increases repurchase intentions in some instances but also increases negative emotions and negative word of mouth. Overall, this study's findings suggest that service firms should use caution when utilizing procedural switching costs as a retention strategy.
Key Words: consumer commitment • consumer relationships • services marketing • switching costs
Journal of Service Research, Vol. 9, No. 4,
335-355 (2007) This article has been cited by other articles:
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