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Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.
Aalto University.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.ORCID iD: 0000-0003-3255-414X
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.ORCID iD: 0000-0002-8770-8874
2013 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 42, no 8, 1374-1385 p.Article in journal (Refereed) Published
Abstract [en]

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.

Place, publisher, year, edition, pages
2013. Vol. 42, no 8, 1374-1385 p.
National Category
Other Engineering and Technologies not elsewhere specified
Research subject
Entrepreneurship and Innovation
Identifiers
URN: urn:nbn:se:ltu:diva-12920DOI: 10.1016/j.indmarman.2013.07.018Local ID: c10d06ed-cd38-4bdb-b2cd-275f9457efeeOAI: oai:DiVA.org:ltu-12920DiVA: diva2:985871
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Fastelaboratoriet - VINNEXC
Note
Validerad; 2013; 20130730 (vinpar)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2017-11-24Bibliographically approved

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