Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities

被引：237

作者：

Kohtamaki, Marko ^{[1
]}

Partanen, Jukka ^{[2
]}

Parida, Vinit ^{[3
]}

Wincent, Joakim ^{[3
]}

机构：

[1] Lulea Univ Technol, Dept Management Entrepreneurship & Innovat, Univ Vaasa, FI-65101 Vaasa, Finland

[2] Aalto Univ, Sch Econ, Aalto 00076, Finland

[3] Univ Vaasa, Dept Management, Lulea Univ Technol, SE-97187 Lulea, Sweden

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2013年 / 42卷 / 08期

关键词：

Industrial service offering; Industrial service business; Network capabilities; Alliance capability; Firm sales performance; VALUE CREATION; ALLIANCE SUCCESS; BUSINESS RELATIONSHIPS; INTEGRATED SOLUTIONS; CUSTOMER SERVICE; IMPACT; STRATEGIES; PERFORMANCE; INNOVATION; PRODUCT;

D O I：

10.1016/j.indmarman.2013.07.018

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

In an effort to approach the mixed findings regarding the relationship between a firm's industrial service offering and its performance, this study analyzes the impact of the industrial service offering on sales growth and the moderating role of network capabilities. The proposed research model is tested based on data from 91 Finnish manufacturing firms. Our results demonstrate a non-linear effect of the service offering on sales growth. We also find that network capabilities enhance the effect of the service offering on sales growth. For managers of manufacturing firms, the results imply that the active development of a comprehensive service offering should be implemented in conjunction with the development of organizational capabilities, such as network capabilities, to create value and promote improved performance. (c) 2013 Elsevier Inc. All rights reserved.

引用

页码：1374 / 1385

页数：12

共 50 条

[11] GENERAL RELATIONSHIP BETWEEN LINEAR AND NON-LINEAR REALIZATIONS OF SUPERSYMMETRY
IVANOV, EA
KAPUSTNIKOV, AA
JOURNAL OF PHYSICS A-MATHEMATICAL AND GENERAL, 1978, 11 (12): : 2375 - 2384
[12] The boundary conditions for growth: Exploring the non-linear relationship between organic and acquisitive growth and profitability
Weiss, Martin
Herrmann, Dominic
Khoury, Theodore A.
Kreutzer, Markus
Hummel, Marc
LONG RANGE PLANNING, 2023, 56 (02)
[13] GOVERNMENT AND ECONOMIC-GROWTH - A NON-LINEAR RELATIONSHIP
GROSSMAN, PJ
PUBLIC CHOICE, 1988, 56 (02) : 193 - 200
[14] There is a non-linear relationship between mortality and blood pressure
Port, S
Garfinkel, A
Boyle, N
EUROPEAN HEART JOURNAL, 2000, 21 (20) : 1635 - 1638
[15] On the non-linear relationship between disclosure and its determinants
Parviainen, JA
Schadewitz, HJ
Blevins, DR
APPLIED ECONOMICS LETTERS, 2001, 8 (11) : 747 - 750
[16] RELATIONSHIP BETWEEN CREATIVITY, ADAPTIVE SELLING, AND SALES PERFORMANCE: THE MODERATING ROLE OF JOB SATISFACTION
Banerjee, Bidisha
Bag, Sudin
ASIAN ACADEMY OF MANAGEMENT JOURNAL, 2022, 27 (02) : 83 - 105
[17] Examining the Moderating Role of Gender on the Relationship between the Benefits of Sales Promotion and Consumer Perception
Sinha, Somesh Kumar
Verma, Priyanka
IRANIAN JOURNAL OF MANAGEMENT STUDIES, 2018, 11 (04) : 787 - 822
[18] The non-linear relationship between financial development, economic growth and growth volatility: Evidence from Nigeria
Oro, Oro U.
Alagidede, Imhotep Paul
AFRICAN REVIEW OF ECONOMICS AND FINANCE-AREF, 2019, 11 (02): : 67 - 97
[19] The moderating role of self-efficacy in the relationship between control systems and sales performance
Vieira, Valter Afonso
Jones, Eli
Faia, Valter da Silva
da Silva, Juliano Domingues
de Negreiros, Leticia Fernandes
JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2022, 42 (02) : 158 - 180
[20] Revisiting the role of inflation in financial development: unveiling non-linear and moderating effects
Ehigiamusoe, Kizito Uyi
Narayanan, Suresh
Poon, Wai-Ching
ASIA-PACIFIC JOURNAL OF BUSINESS ADMINISTRATION, 2022, 14 (03) : 380 - 401

← 1 2 3 4 5 →