Research Article
The Effect of Perceived Transaction Characteristics on Channel Members' Exit Intention
Published: January 1995 · Vol. 24, No. 3 · pp. 113-144
Full Text
Abstract
This study analyzes the causes of buyer exit behavior in ongoing exchange relationships between buyers and suppliers, using Hirschman's exit-voice model as its theoretical foundation. The study proposes hypotheses that key transaction characteristic variables—including the buyer's degree of dependence on the supplier, structural mechanisms for handling dissatisfaction, and loyalty toward the supplier—influence the buyer's exit behavior. A survey of domestic home appliance dealerships operating as franchise channels yielded the following results: higher loyalty of dealerships (buyers) toward manufacturers was associated with lower exit intention, and regarding dependence, higher expected profits from potential alternative trading partners were associated with higher exit intention. In contrast, manufacturer competitiveness, realized profits from the current trading partner, and structural mechanisms for handling dissatisfaction such as participation and communication reduced exit intention but were not statistically significant. Meanwhile, among transaction cost-related variables, the effects of collateral size and credit purchase volume were both non-significant, while the duration of the trading relationship was found to actually increase exit intention. The conclusion section presents a discussion of the research findings along with theoretical and methodological implications for future research.
