Relationship network stability and fewer on-platform transactions: evidence from a freight marketplace
Xinyi Lyu, Paul Harrigan, Tiaojun Xiao, Jingquan LiPurpose
Drawing attention to the tension between interpersonal commitment and platform dependence, this study examines how relationship network stability – reflecting trading-partner persistence across periods – and two dynamic components of network change are associated with users’ continued on-platform transactions.
Design/methodology/approach
Using longitudinal industrial data from a leading freight exchange platform in China, this study measures relationship network stability and its dynamic components and employs two-way fixed-effects models to examine these associations.
Findings
Relationship network stability is negatively associated with carriers’ continued on-platform transactions. Relationship dissolution is negatively associated with such transactions, whereas relationship formation is positively associated with them. These findings are consistent with the theoretical interpretation that stable partner networks may reduce carriers’ reliance on platform-based search and matching while limiting switching flexibility. Comparable associations are not robust for shippers, suggesting that the associations of relationship network stability differ across market sides.
Originality/value
This study extends relationship marketing and platform governance research by shifting attention from dyadic relationship outcomes to the platform-level associations of dynamic relationship networks. It shows an empirical pattern in which stable relationship networks are associated with fewer on-platform transactions, despite the potential benefits of stable ties for exchange partners.