Measuring switching costs and the determinants of customer retention in internet-enabled businesses

A study of the online brokerage industry

Pei-yu Chen, Lorin M. Hitt

Research output: Contribution to journalArticle

404 Citations (Scopus)

Abstract

The ability to retain and lock in customers in the face of competition is a major concern for online businesses, especially those that invest heavily in advertising and customer acquisition. In this paper, we develop and implement an approach for measuring the magnitudes of switching costs and brand loyalty for online service providers based on the random utility modeling framework. We then examine how systems usage, service design, and other firmand individual-level factors affect switching and retention. Using data on the online brokerage industry, we find significant variation (as much as a factor of two) in measured switching costs. We find that customer demographic characteristics have little effect on switching, but that systems usage measures and systems quality are associated with reduced switching. We also find that firm characteristics such as product line breadth and quality reduce switching and may also reduce customer attrition. Overall, we conclude that online brokerage firms appear to have different abilities in retaining customers and have considerable control over their switching costs.

Original languageEnglish (US)
Pages (from-to)255-274
Number of pages20
JournalInformation Systems Research
Volume13
Issue number3
StatePublished - Sep 2002
Externally publishedYes

Fingerprint

customer
Internet
determinants
industry
costs
Costs
Industry
firm
online service
ability
loyalty
service provider
Customer retention
Brokerage
World Wide Web
Switching costs
Marketing
Factors

Keywords

  • Customer Retention
  • Electronic Markets
  • Switching Cost

ASJC Scopus subject areas

  • Library and Information Sciences

Cite this

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