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Managing Switching Costs In Multiperiod Procurements With Strategic Buyers

Author

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  • Tracy R. Lewis
  • Huseyin Yildirim

Abstract

This article examines the use of switching costs by long-lived strategic buyers to manage dynamic competition between rival suppliers. The analysis reveals how buyers may employ switching costs to their advantage. We show that when switching costs are high, a buyer may induce suppliers to price more competitively by credibly threatening to replace the incumbent supplier with his rivals. The implications of this finding for adoption of technology and firm organization are explored in settings in which the buyer is integrated with the suppliers and where the buyer is an outsourcer. Copyright 2005 by the Economics Department Of The University Of Pennsylvania And Osaka University Institute Of Social And Economic Research Association.

Suggested Citation

  • Tracy R. Lewis & Huseyin Yildirim, 2005. "Managing Switching Costs In Multiperiod Procurements With Strategic Buyers ," International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 46(4), pages 1233-1269, November.
    • Handle: RePEc:ier:iecrev:v:46:y:2005:i:4:p:1233-1269
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    Cited by:

    1. Rosar, Frank & Mueller, Florian, 2014. "Negotiating cultures in corporate procurement," VfS Annual Conference 2014 (Hamburg): Evidence-based Economic Policy 100599, Verein für Socialpolitik / German Economic Association.
    2. Negahban, Ashkan & Dehghanimohammadabadi, Mohammad, 2018. "Optimizing the supply chain configuration and production-sales policies for new products over multiple planning horizons," International Journal of Production Economics, Elsevier, vol. 196(C), pages 150-162.
    3. Elisabetta Iossa & Patrick Rey & Michael Waterson, 2022. "Organising Competition for the Market," Journal of the European Economic Association, European Economic Association, vol. 20(2), pages 822-868.
    4. ONO Yukako, 2018. "Roles of In-house Production in Firms' Supplier Management," Discussion papers 18047, Research Institute of Economy, Trade and Industry (RIETI).
    5. David Besanko & Ulrich Doraszelski, 2005. "Learning-by-Doing, Organizational Forgetting, and Industry Dynanmics," Computing in Economics and Finance 2005 236, Society for Computational Economics.
    6. Nagesh N. Murthy & Milind Shrikhande & Ajay Subramanian, 2007. "Switching costs, dynamic uncertainty, and buyer–seller relationships," Naval Research Logistics (NRL), John Wiley & Sons, vol. 54(8), pages 859-873, December.
    7. David Besanko & Ulrich Doraszelski & Yaroslav Kryukov & Mark Satterthwaite, 2007. "Learning-by-Doing, Organizational Forgetting, and Industry Dynamics," Levine's Bibliography 321307000000000903, UCLA Department of Economics.
    8. Rosar, Frank & Mueller, Florian, 2015. "Negotiating cultures in corporate procurement," Journal of Economic Behavior & Organization, Elsevier, vol. 117(C), pages 259-280.

    More about this item

    JEL classification:

    • C73 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Stochastic and Dynamic Games; Evolutionary Games
    • D44 - Microeconomics - - Market Structure, Pricing, and Design - - - Auctions
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm

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