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.

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Publication Details

Journal
Marketing Science
Published
2025-03-19
DOI
https://doi.org/10.1287/mksc.2022.0320
Primary Topic
Digital Platforms and Economics
Type
article
Field-Weighted Citation Impact
0.00
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article

The Value of Professional Ties in B2B Markets

Sriya Anbil, Navid Mojir
Marketing Science
Digital Platforms and Economics
article

The Value of Professional Ties in B2B Markets

Sriya Anbil, Navid Mojir
article en

Abstract

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.

Marketing ScienceVol. 44(5)
University of North Carolina at Chapel Hill (US), Federal Reserve Board of Governors (US)
Openalex Percentile: Top 93%
Digital Platforms and Economics
DOISourceOpenAlex
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The Value of Professional Ties in B2B Markets — Sriya Anbil, Navid Mojir · Marketing Science (2025) | TGRS Research Map | TGRS