The Positive and Negative Effects of Switching Costs on Relational Outcomes
研究了程序性、社交性和损失利益三类转换成本如何通过情感承诺和计算承诺影响客户的情感、重购意愿和负面口碑，提醒服务企业谨慎使用程序性转换成本。
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.