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Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust

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  • Padgett, Daniel
  • Hopkins, Christopher D.
  • Williams, Zac

Abstract

One of the main risks in B2B relationships is the potential for partners to switch to competitors. Decreasing the likelihood of partner switching can result from increasing the partner dependence. To date, there has been little research investigating the different mechanisms and antecedents of dependence in B2B relationships. To fill this important gap, we examine two components of dependence: relationship value dependence and switching cost dependence. Our results indicate different paths to dependence based on the form of commitment and level of trust in the partner. Dependence can be either the result of enhancement to the relationship through increased benefits of the relationship or the creation of latent switching costs the partner would expect if the relationship ended. Trust moderates the relationship between commitment and dependence but has a differential impact on dependence based on the form of commitment. We discuss implications for research and practice.

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  • Padgett, Daniel & Hopkins, Christopher D. & Williams, Zac, 2020. "Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust," Journal of Business Research, Elsevier, vol. 119(C), pages 13-24.
    • Handle: RePEc:eee:jbrese:v:119:y:2020:i:c:p:13-24
    DOI: 10.1016/j.jbusres.2020.07.019
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    Cited by:

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    3. Byungok Ahn & Boyoung Kim & Jongpil Yu, 2022. "Effects of Supplier’s Competitive Factors on Relationship Performance and Product Recommendation in Crop Protection Retail Sector," JRFM, MDPI, vol. 15(11), pages 1-17, November.
    4. Urbaniak Maciej, 2021. "Role of supplier evaluation criteria in risk mitigation related to purchasing process," Engineering Management in Production and Services, Sciendo, vol. 13(2), pages 96-106, June.
    5. Thomas, Veronica L. & Mangus, Stephanie M. & Bock, Dora E., 2023. "Would you do me a favor? How salesperson favor requests positively affect consumers’ perceptions of negotiations☆☆," Journal of Business Research, Elsevier, vol. 155(PA).
    6. Wen-Kuei Wu & Shu-Chin Huang & Hsiao-Chung Wu & Maw-Liann Shyu, 2021. "The Effects of the Social Influence Approach on Swift Guanxi, Trust and Repurchase Intention When Considering Buyer Dependence," Sustainability, MDPI, vol. 13(14), pages 1-14, July.
    7. Laurent CARPENTIER & Aurély LAO, 2021. "Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context," Journal of Emerging Trends in Marketing and Management, The Bucharest University of Economic Studies, vol. 1(1), pages 212-221, August.
    8. Dahlquist, Steven H., 2021. "How green product demands influence industrial buyer/seller relationships, knowledge, and marketing dynamic capabilities," Journal of Business Research, Elsevier, vol. 136(C), pages 402-413.
    9. Gu, Jing & Shi, Xinyu & Wang, Peini & Xu, Xun, 2022. "Examining the impact of upstream and downstream relationship stability and concentration on firms’ financial performance," Journal of Business Research, Elsevier, vol. 141(C), pages 229-242.
    10. Carlos Correa & David Alarcón & Ignacio Cepeda, 2021. "“I am Delighted!”: The Effect of Perceived Customer Value on Repurchase and Advocacy Intention in B2B Express Delivery Services," Sustainability, MDPI, vol. 13(11), pages 1-19, May.

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