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

被引：240
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
收藏
页码：1374 / 1385
页数：12
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