The Value of Professional Ties in B2B Markets

We show that B2B buyers pay more for the same good to sellers with whom they have a social tie (i.e., the individual seller is their ex-employee) and in return get access to higher supply reliability.

• 저널Marketing Science · 44(5) · 1058–1081
• 토픽Digital Platforms and Economics · Strategy and Management
• DOI10.1287/mksc.2022.0320
• 저자Navid Mojir, Sriya Anbil