Full bibliography
Switching costs: A key to understanding and managing business consulting relationship longevity
Resource type
Authors/contributors
- Prince, M. (Author)
- Everett, R.F. (Author)
- Glynn M.S (Series Editor)
- Woodside A.G. (Series Editor)
Title
Switching costs: A key to understanding and managing business consulting relationship longevity
Abstract
In consultant-client relationships, relationship longevity can create significant cost advantages and operational efficiencies for both client and consultant. At the same time, each party may also be motivated to look for new perspectives and opportunities by switching to new relationships. However, the benefits of replacing one consulting relationship with another are mitigated by switching costs: the costs associated with the act of changing the relationship itself. This chapter explores the concept of switching costs by examining various types of costs, the ways these costs have been conceptualized in the literature, and how these costs may impact the nature and continuity of consultant-client relationships. The chapter will end with a series of hypotheses and suggestions for a research agenda to further develop our understanding of this important phenomenon. Copyright © 2012 by Emerald Group Publishing Limited.
Book Title
Adv. Bus. Mark. Purch.
Series
Advances in Business Marketing and Purchasing
Volume
18
Date
2012
Pages
217
ISBN
10690964 (ISSN); 9781780525761 (ISBN)
Citation Key
princeSwitchingCostsKey2012
Archive
Scopus
Language
English
Extra
Journal Abbreviation: Adv. Bus. Mark. Purch.
Citation
Prince, M., & Everett, R. F. (2012). Switching costs: A key to understanding and managing business consulting relationship longevity. In Glynn M.S & Woodside A.G. (Eds.), Adv. Bus. Mark. Purch. (Vol. 18, p. 217). Scopus. https://doi.org/10.1108/S1069-0964(2012)0000018013
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