Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities
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
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.
Research subject Entrepreneurship and Innovation
IdentifiersURN: 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
ProjectsFastelaboratoriet - VINNEXC
Validerad; 2013; 20130730 (vinpar)2016-09-292016-09-29Bibliographically approved