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

[41] Growth Rate Distribution and Potential Non-Linear Relationship between Body Weight and Walking Ability in Turkeys
Soyalp, Samet
Hartono, Evan
Willems, Owen W.
Bai, Xuechun
Wood, Benjamin J.
Aggrey, Samuel E.
Rekaya, Romdhane
ANIMALS, 2023, 13 (18):
[42] NON-LINEAR RELATIONSHIP BETWEEN GROWTH OPPORTUNITIES AND BANK DEBT: A PANEL DATA ANALYSIS OF CHILEAN FIRMS
Jara Bertin, Mauricio
Moreno Warleta, Marta
Saona Hoffmann, Paolo
ACADEMIA-REVISTA LATINOAMERICANA DE ADMINISTRACION, 2012, (50): : 44 - 65
[43] IS THERE A NON-LINEAR RELATIONSHIP BETWEEN TRADE AND GROWTH? A PANEL THRESHOLD ANALYSIS FOR CENTRAL AND EASTERN EUROPEAN COUNTRIES
Iyidogan, Pelin Varol
Dalgic, Basak
Akbulut, Hale
ACTA OECONOMICA, 2017, 67 (01) : 117 - 136
[44] Non-linear pharmacodynamics in a non-viral gene delivery system: Positive non-linear relationship between dose and transfection efficiency
Moriguchi, R
Kogure, K
Iwasa, A
Akita, H
Harashima, H
JOURNAL OF CONTROLLED RELEASE, 2006, 110 (03) : 605 - 609
[45] Relationship between age and measures of balance, strength and gait: linear and non-linear analyses
El Habert, Natalie
Erbas, Bircan
Hill, Keith D.
Wark, John D.
CLINICAL SCIENCE, 2008, 114 (11-12) : 719 - 727
[46] The nonlinear relationship between entrepreneurial orientation and sales growth: The moderating effects of slack resources and absorptive capacity
Kohtamaki, Marko
Heimonen, Jesse
Parida, Vinit
JOURNAL OF BUSINESS RESEARCH, 2019, 100 : 100 - 110
[47] An extensive weight-driven network with non-linear growth information
Wang, Lin
Zhang, GuiQing
Chen, TianLun
EPL, 2008, 84 (05)
[48] Is the relationship between the perceived service quality and passenger loyalty linear or non-linear? A novel model-independent interpretation method is applied
Sun, Shichao
Zhang, Hui
Zhou, Linlin
Wang, Ke
TRANSPORT POLICY, 2023, 144 : 65 - 79
[49] Non-linear relationship between board size and performance of Indian companies
Sharma, Renuka
Mehta, Kiran
Goel, Archana
JOURNAL OF MANAGEMENT AND GOVERNANCE, 2023, 27 (04): : 1277 - 1301
[50] THE RELATIONSHIP BETWEEN THE CONDITIONS FOR NO NON-LINEAR DISTORTION IN DIODE AM DETECTOR
SIMONOV, AY
TELECOMMUNICATIONS AND RADIO ENGINEERING, 1980, 34-5 (11) : 105 - 106

← 1 2 3 4 5 →