MANAGING SWITCHING COSTS IN MULTIPERIOD PROCUREMENTS WITH STRATEGIC BUYERS*
研究长期战略买家如何利用转换成本来管理供应商之间的动态竞争，发现高转换成本时买家可通过可信威胁更换供应商来促使更激烈的价格竞争，并探讨了对技术采用和企业组织的影响。
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.