Showing papers in "Journal of Business & Industrial Marketing in 2013"
TL;DR: In this paper, the authors examine the roles of dynamic innovation capabilities and open innovation activities in breakthrough innovation and argue that dynamic innovation capability has a curvilinear effect on breakthrough innovation that is moderated by open innovation.
Abstract: Purpose – This study aims to examine the roles of dynamic innovation capabilities and open innovation activities in breakthrough innovation. Drawing from the absorptive capacity perspective, organizational inertia theory, and open innovation, the authors seek to argue that dynamic innovation capabilities have a curvilinear effect on breakthrough innovation that is moderated by open innovation activities.Design/methodology/approach – A mail survey was sent to the top 1,000 firms in Taiwan, the target respondents being senior managers with experience in developing at least three successful breakthrough innovations in the past five years. A total of 218 usable questionnaires were collected, resulting in a respondent rate of 22.9 percent.Findings – The findings support the argument that dynamic innovation capabilities have an inverted U‐shape relationship with breakthrough innovation. Meanwhile, open innovation activities strengthen the positive effects of dynamic innovation capabilities on breakthrough innov...
125 citations
TL;DR: In this paper, the authors investigate the relationship between innovative culture, innovation efforts, and their performance among knowledge-intensive business services (KIBS) in terms of customer-related outcomes and market and financial results relative to competition.
Abstract: Purpose – The purpose of this paper is to investigate the relationship between innovative culture, innovation efforts, and their performance among knowledge-intensive business services (KIBS). Innovation intensity is evaluated in the technical and administrative domains. Performance indicators include customer-related outcomes and market and financial results relative to competition. To provide insight into how innovativeness contributes to sustaining a KIBS' competitiveness, the mediating role of its predisposition to involve customers and front-line employees in new service development is also considered. Design/methodology/approach – In accordance with the objectives of the research, and from an extensive review of the literature, the authors develop a conceptual model and test it on a sample of 154 Spanish KIBS using structural equation modelling. Findings – The results show that KIBS' appraisal of customers' and front-line employees' participation in new service co-creation is strongly determined by ...
103 citations
TL;DR: In this paper, a self-administered online survey was conducted to collect data from the organizational customers of an on-hold service company in Australia, and structural equation modelling was used to analyse the data.
Abstract: Purpose – This paper aims to investigate the effects of customer equity drivers on customer loyalty via customer trust in a B2B context.Design/methodology/approach – A self‐administered online survey was conducted to collect data from the organizational customers of an on‐hold service company in Australia. Structural equation modelling was used to analyse the data.Findings – The study reveals that in a B2B context, value equity and relationship equity have significant influence on customer loyalty through the mediating effect of customer trust. On the other hand, brand equity is found to have no effect on customer trust and loyalty.Practical implications – In order to obtain business customers' loyalty, managers should focus more on value and relationship equity than brand equity.Originality/value – While most of the previous studies on “customer equity” focused on the B2C context, this study focuses on a B2B context. It demonstrates the impact of customer equity drivers on business customers' loyalty.
102 citations
TL;DR: In this paper, a model based on structural equations with partial least squares analysis is used to test the hypotheses. But, the model was tested on a sample of 181 industrial organizations and found that managers indirectly play a key role in the design and development of green marketing strategies through the integration of environmental values into the organisational culture.
Abstract: Purpose – Following the natural resource based view of the firm, this paper seeks to analyse the influence of a green marketing strategy on the performance of business‐to‐business organisations. Also, it aims to explore the role of organisational resources as drivers of proactive environmental management.Design/methodology/approach – A model based on structural equations with partial least squares analysis is used to test the hypotheses. This model was tested on a sample of 181 industrial organisations.Findings – The findings confirm that managers indirectly play a key role in the design and development of green marketing strategies through the integration of environmental values into the organisational culture. They also reveal that, while market‐oriented practices directly determine economic performance, internally oriented activities indirectly influence financial results through the improvement of the firm's environmental performance.Research limitations/implications – This research partially integrat...
100 citations
TL;DR: In this article, the authors investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation and sales performances, and adaptive selling behaviors and performance, taking the context of B2B insurance selling, using a sample of 380 business-to-business insurance salespersons from an emerging market (India).
Abstract: Purpose – The purpose of this paper is to investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation and sales performance, and adaptive selling behaviors and sales performance, taking the context of B2B insurance sellingDesign/methodology/approach – Using a sample of 380 business‐to‐business insurance salespersons from an emerging market (India) to validate their model, the authors tested several hypotheses using structural equation modeling (SEM)Findings – The results suggest that experience works with customer‐oriented selling in making the more experienced salespersons better performers It was also found that for less experienced salespersons, the impact of job satisfaction on performance is weaker than for more experienced salespersons In addition, it was found that more experienced salespersons' performance is better explained using job satisfaction and customer‐oriented selling rather than their adaptive sell
95 citations
TL;DR: In this paper, the authors investigate how ICT can enable service differentiation and, in doing so, act as a catalyst for a service business orientation, based on a qualitative, multi-case research design with eight multinational goods manufacturers.
Abstract: Purpose - Information and communication technology (ICT) is a key enabler for new product- and process-oriented services. The purpose of this paper is to investigate how ICT can enable service differentiation and, in doing so, act as a catalyst for a service business orientation.Design/methodology/approach - The paper is based on a qualitative, multi-case research design with eight multinational goods manufacturers.Findings - The paper identifies two distinct types of service-oriented differentiation: services in support of the product (SSP) and services in support of the client's actions (SSC). The study finds that SSC have the largest positive impact on firms' service business orientation.Research limitations/implications - Western firms in a limited sample of industries are studied. Furthermore, the service business orientation construct does not include any measurements of service profitability or impact on overall competitive advantage.Practical implications - To various extents, successful firms are likely to pursue both SSP and SSC differentiation traits through ICT. The two options are interdependent and the framework presented helps managers to understand both key specificities and their interrelatedness.Originality/value - The study contributes to theory on service strategies by specifically focusing on the enabling role of ICT for new services and its effects on each of the three dimensions of the service business orientation construct.
93 citations
TL;DR: In this article, a meta-analysis aims to aggregate empirical findings from extant inter-firm opportunism literature, and finds that goal congruence has the largest influence on inter-irm opportunisms, followed by cultural sensitivity, communication, and environmental volatility, norms, governance emphasis, and relative dependence.
Abstract: Purpose – This meta-analysis aims to aggregate empirical findings from extant inter-firm opportunism literature. Design/methodology/approach – First, a quantitative summary on the bivariate relationships between the antecedents and the consequences of opportunism is offered. Second, a multivariate analysis is employed to identify significant antecedents of opportunism and the process variables that mediate the relationship between inter-firm opportunism and organizational performance. Findings – Results reveal that goal congruence has the largest influence on inter-firm opportunism, followed by cultural sensitivity, communication, and environmental volatility, norms, governance emphasis, and relative dependence. These important antecedents represent significant research directions for inter-firm opportunism. In addition, inter-firm opportunism affects organizational performance through a mediating process including commitment, functional conflict, overall satisfaction, and trust. Commitment is found to ac...
91 citations
TL;DR: In this article, active empathetic listening is used as an antecedent to a salesperson's communication skill, ability to maintain quality relationships and build trust, and the proposed moderators of communication and trust received support when predicting sales performance.
Abstract: Purpose – In this study, active empathetic listening is purposed as being an antecedent to a salesperson's communication skill, ability to maintain quality relationships and build trust. The study proposes that communication skill, relationship quality and trust all moderate the relationship between AEL and sales performance.Design/methodology/approach – Survey research using salespersons was conducted; structural equation modeling was used to test the hypotheses of the model.Findings – The findings confirmed that AEL was positively related to salespersons' communication skills, relationship quality and trust. The proposed moderators of communication and trust received support when predicting sales performance.Research limitations/implications – This was the first empirical study to examine the role of AEL in a relationship selling model. AEL was found to directly affect levels of trust, relationship quality and overall communication skills of salespeople. More research on the role of AEL in the relations...
82 citations
TL;DR: In this article, the authors examined the strategic implications and managerial outcomes of the concurrent use of cooperation and competition in vertical channel relationships, and they employed a structured questionnaire to gather data regarding vertical channel relationship in China.
Abstract: Purpose – This study aims to examine the strategic implications and managerial outcomes of the concurrent use of cooperation and competition in vertical channel relationships.Design/methodology/approach – This study employs a structured questionnaire to gather data regarding vertical channel relationships in China.Findings – Whereas the academic literature has emphasized cooperation between channel members because of the interdependence between them, in reality, retailers may accept competition as just another part of doing business with suppliers.Research limitations/implications – The outcome variables used may not be comprehensive. In particular, the authors choose the flexibility of channel resources to stand for private benefits and joint benefits to represent common benefits, and though these variables certainly represent the intended benefits of the ambidextrous strategy, it remains to be seen whether other benefits may emerge for the exchange parties in vertical relationships.Practical implication...
80 citations
TL;DR: In this article, the impact of customer participation on new product development (NPD) performance has been investigated using structural equation modeling and customer participation as a co-developer was found to be mediated by interorganisational relationships.
Abstract: Purpose – Customer participation has been recognised as a critical factor in successful new product development (NPD). However, there is scant empirical evidence on how customer participation affects NPD performance. This research attempts to provide a framework to interpret how inter‐organisational relationships mediate the impact of customer participation on NPD performance based on marketing, innovation management and social networks literature.Design/methodology/approach – An empirical study of 179 high‐tech firms in Taiwan is analysed by structural equation modelling.Findings – The results indicate that the impacts of customer participation as an information resource and customer participation as a co‐developer on NPD performance are mediated by inter‐organisational relationships.Practical implications – The results offer a guideline for high‐tech firms that decide to involve customers in NPD activities. In order to improve efficiency and effectiveness, this research suggests that firms build inter‐o...
77 citations
TL;DR: In this article, the relationship between knowledge sharing and knowledge effectiveness has been investigated and the mediating roles of learning orientation and co-production in the process of tacit knowledge sharing have been identified.
Abstract: Purpose – This study focuses on the relationship between knowledge sharing and knowledge effectiveness. By learning orientation and co-production, this study demonstrates the indirect effects of knowledge sharing on knowledge effectiveness. Moreover, the direct and indirect effects of knowledge sharing – which vary with the different levels of tacit knowledge – on knowledge effectiveness are examined. Design/methodology/approach – The proposed model is tested using a structural equation model that involves LISREL and multi-group analyses. Findings – Knowledge sharing increasingly affects knowledge effectiveness under the condition of explicit knowledge. The mediating roles of learning orientation and co-production in the process of tacit knowledge sharing become apparent. Originality/value – Knowledge sharing across organizations can be regarded as a dynamic process. In view of the increasing importance of knowledge sharing across organizations, this study provides insight into the method of receiving use...
TL;DR: In this article, the authors reveal how trust develops between partner firms in the context of intercultural business relationships and how understanding of the business culture of a partner firm and adaptation to it can be a driving force for the beginning and maintaining of trust development with that partner.
Abstract: Purpose – The purpose of this paper is to reveal how trust develops between partner firms in the context of intercultural business relationships and how understanding of the business culture of a partner firm and adaptation to it can be a driving force for the beginning and maintaining of trust development with that partner.Design/methodology/approach – The study is of a qualitative nature and employs “elite interviewing” methodology for the aims of data collection. The analysis is conducted through theoretically‐informed reading of interviews.Findings – Managers constantly learn the business culture of the partner through interactions. Adaptation based on the acquired business culture knowledge is found to be as important for the development of trust between business relationships' parties. A “moderate” level of cultural adaptation is identified as most favourable for this development. Additionally, a categorization of cultural adaptation within business relationships is proposed.Research limitations/imp...
TL;DR: In this paper, the authors investigate cooperative strategies within the Chilean wine cluster, in particular the factors that influence the development of inter-firm marketing cooperation and highlight that location benefits of collaboration and access to information and technologies are important to success.
Abstract: Purpose – This research aims to investigate cooperative strategies within the Chilean wine cluster, in particular the factors that influence the development of inter‐firm marketing cooperation.Design/methodology/approach – A 2011 census of the Chilean wine cluster was undertaken. A 30 per cent response rate was obtained and the results are presented.Findings – The results highlight that location benefits of collaboration and access to information and technologies are important to success. Previous research has tended to focus on the issue of terroir. Results also provide evidence of cooperation between firms located close to the focal firm, in particular those directly involved in its value chain. There is also evidence of firms cooperating in marketing activities designed to attract new customers and to strengthen the resulting B2B relationship.Research limitations/implications – The findings shed light on strategies for the enhancement of formal and informal business networks as a facilitator of effecti...
TL;DR: In this article, the authors investigate the relationships among organizational capabilities, strategic choice, and firm performance and examine three questions: What are the relationships between organizational capabilities and the firm's strategic choice -contract manufacturing and branding? Do branding firms perform better than contract manufacturing firms after controlling for endogeneity bias? Do firms usually choose their strategy (contract manufacturing/branding) appropriately to achieve a better performance under the conditions they encounter?
Abstract: Purpose – This study attempts to investigate the relationships among organizational capabilities, strategic choice, and firm performance and examine three questions: What are the relationships between organizational capabilities and the firm's strategic choice – contract manufacturing and branding? Do branding firms perform better than contract manufacturing firms after controlling for endogeneity bias? Do firms usually choose their strategy (contract manufacturing/branding) appropriately to achieve a better performance under the conditions they encounter?Design/methodology/approach – The empirical study employs a questionnaire approach to collect data from the population of the top 5,000 Taiwanese firms listed in the yearbook published by the China Credit Information Service Incorporation for testing the validity of the model and research hypotheses. This study uses a Heckman two‐step estimation procedure and follows the procedure proposed by Shaver to examine the economic implications of strategic choic...
TL;DR: In this article, the consequences of a cross-border acquisition on business network changes in the Russian bakery industry are examined, while the conceptual framework broadens understanding of the change sequence and reciprocal interaction among actors, activities, resources and the external environment.
Abstract: Purpose – The paper aims to examine the consequences of a cross‐border acquisition on business network changes in the Russian bakery industry.Design/methodology/approach – This study employs the IMP group's network approach to analyse the empirical single case study with two embedded sub‐cases.Findings – The empirical study offers a typology on the forms of network change that may be triggered by mergers and acquisitions (M&As), while the conceptual framework broadens understanding of the change sequence and reciprocal interaction among actors, activities, resources and the external environment, with implications for network change analysis.Research limitations/implications – While the theoretical position developed fits the unique characteristics of the case studied in the industry and country settings, it is necessary to be cautious in generalising the study beyond this context.Practical implications – For managers of merging parties to garner superior performance from the network changes they initiate,...
TL;DR: In this article, the authors examined the relative importance of various signals of supplier reputation conveying information about unobserved supplier quality, which is important for identifying the best tender; and whether price is contingent on supplier reputation and on buyer's quality sensitiveness in a competitive bidding situation.
Abstract: Purpose – Buyers assessing bids from suppliers of experience services face both an adverse selection and a potential moral hazard problem. The purpose of this study is to examine the relative importance of various signals of supplier reputation conveying information about unobserved supplier quality, which is important for identifying the best tender; and whether price is contingent on supplier reputation and on buyer's quality sensitiveness in a competitive bidding situation.Design/methodology/approach – This study builds on a conjoint experiment where 19 contractors consider alternative scenarios representing tenders from subcontractors of plumbing services. In the scenarios the subcontractors differ on their reputation and price variables, while the contractors differ in their quality sensitiveness. Multiple regressions analyzes the contingent price effects.Findings – Although low price is generally important for subcontractor selection, quality‐sensitive buyers are willing to pay subcontractors a pric...
TL;DR: In this paper, a survey of 159 senior executives is analyzed using a partial least squares approach, and the analytic result shows that slack resources may link alliance coordination and inter-organisational coordination to two product development performance metrics (i.e., product innovativeness and product development speed).
Abstract: Purpose – The purpose of this paper is to enable a better understanding of the influences of alliance coordination (i.e. inter-organisational coordination) and interfunctional coordination (i.e. intra-organisational coordination) on product development performance. Design/methodology/approach – The current study tests a posited research model and its hypotheses using the data from Taiwan's electronics industry. A survey of 159 senior executives is analyzed using a partial least squares approach. The analytic result shows that slack resources may link alliance coordination and interfunctional coordination to two product development performance metrics (i.e. product innovativeness and product development speed). Findings – This investigation reveals that both alliance coordination and interfunctional coordination positively affect product development performance, not only directly but also indirectly, through the existence of slack resources they help engender. In addition, it also finds that interfunctiona...
TL;DR: In this article, the authors developed and tested models explaining the unsatisfactory innovation activity of Russian firms and the main obstacles to innovation cluster development based on statistical analysis and the results of a pilot survey of 192 local businessmen, followed by imitation modeling analysis.
Abstract: Purpose – The purpose of this paper is to develop and test models explaining the unsatisfactory innovation activity of Russian firms and the main obstacles to innovation cluster development.Design/methodology/approach – Based on statistical analysis and the results of a pilot survey of 192 local businessmen, followed by imitation modeling analysis, the study tests hypotheses regarding the impact of unsatisfactory institutional environments, including weak property rights protection, on innovation cluster development in Russia.Findings – The analysis shows that the impact of adverse factors on innovation activities of cluster members is crucial, and estimates to what extent the negative factors' influence should be reduced to prevent cluster degradation processes.Research limitations/implications – The models provide a number of sensitivity tests of the parameters; however, data from clusters with different levels of support and protection need to be obtained. Government experiments could be conducted to t...
TL;DR: In this paper, the authors report the results of a study examining the effects of manufacturer-distributor relationships' governance structures (market governance, third-party enforcement of agreements and self-enforcing governance modes) on the distributor's willingness to collaborate with the manufacturer.
Abstract: Purpose – This paper seeks to report the results of a study examining the effects of manufacturer-distributor relationships' governance structures (market governance, third-party enforcement of agreements and self-enforcing governance modes) on the distributor's willingness to collaborate with the manufacturer. Design/methodology/approach – To test the hypotheses, survey data were gathered from 224 wholesalers from the food and beverage industry in Spain. Manufacturer-distributor collaboration refers to the possibility of sharing strategic information and encouraging creativity. Regression analyses illustrate the differences in the distributor's willingness to collaborate with the manufacturer under different governance scenarios. Findings – The study illustrates that the greater the skill of the manufacturers and distributors in developing self-enforcing governance modes (e.g. bilateral formal safeguards and bilateral informal safeguards) that complement third-party enforcement of agreements (e.g. legal ...
TL;DR: In this paper, the authors explored linkages between transformational leadership, trust in the organization, moral judgment and world class sales performance using structural equation modeling and found that transformational leaders can be used to influence sales performance through trust in organizations and salesperson moral judgment.
Abstract: Purpose – The purpose of this paper is to determine if transformational leadership has an effect on business‐to‐business salespeople's trust in the organization, whether trust in the organization affects moral judgment and if moral judgment in turn affects salesperson performance, specifically “world‐class” sales performance.Design/methodology/approach – Through the utilization of a national survey of 345 business‐to‐business salespeople, this study explored linkages between transformational leadership, trust in the organization, moral judgment and world class sales performance using structural equation modeling.Findings – Results suggest that transformational leadership can be used to influence sales performance through trust in the organization and salesperson moral judgment.Originality/value – The paper furthers the understanding of transformational leadership and its impact on salespeople. The interaction of three variables (transformational leadership, trust in the organization, and the moral judgmen...
TL;DR: In this article, the authors investigated how different performance attributes of a professional service differ with the tenure of the relationship and concluded that high performance in professional services is evident in mature relationships.
Abstract: Purpose – Business to business (B2B) professional services depend on inter-firm cooperation for the co-creation of value. Such cooperation rarely happens overnight; it requires time for the relationship to develop. The purpose of this research is to investigate how different performance attributes of a professional service differ with the tenure of the relationship. Design/methodology/approach – This exploratory study utilizes seven years of longitudinal customer data provided by a B2B professional service firm. The firm's customers assess satisfaction, value, loyalty, performance quality and their image of the firm after each project. Findings – Data were classified into three tenure related groups – i.e. transactional, emergent and mature relationships. MANOVA and post hoc contrasts of the average attribute scores of the three groups were conducted. The data support the conclusion that high performance in professional services is evident in mature relationships. Research limitations/implications – Data ...
TL;DR: In this article, the authors examine the role of personal interaction in customer relationship management in the project business and find that personal interaction is intertwined with the management of customer relationships in project business.
Abstract: Purpose – The purpose of this paper is to examine the role of personal interaction in customer relationship management in the project business. The research question addressed is: How is personal interaction intertwined with the management of customer relationships in the project business? Design/methodology/approach – The authors connect an extensive knowledge of personal interactions in industrial business relationships with research on social interaction in the project business to enrich their understanding of customer relationship management in that business. Exploratory case study is used to empirically examine two firms providing project business solutions: one provides highly-tailored technological solutions to the process industry, and the other provides professional engineering services to that same industry. Findings – The study reveals two specific functions that connect personal interaction with customer relationship management. These two functions explain the importance of personal interactio...
TL;DR: In this paper, the authors investigate the marketing actions that companies performed during the Great Recession and the resulting effect on firms' performance and find that successful companies invest in current customer relationships by strengthening their key account teams and by working with their clients who are suffering financial difficulties.
Abstract: Purpose – This study aims to investigate the marketing actions that companies performed during the Great Recession, and the resulting effect on firms' performance. The purpose is to discover what marketing actions companies performed, what was the impact to the firm, and why the actions taken either helped them to excel, simply survive, or cease to exist.Design/methodology/approach – The study uses a discovery‐oriented approach, consisting of a pilot study, a survey, field interviews and a focus group interview.Findings – The findings suggest that successful companies invest in current customer relationships by strengthening their key account teams and by working with their clients who are suffering financial difficulties. Successful firms also began implementing new marketing techniques such as social media and crowd‐sourcing.Originality/value – This study contributes to previous research in marketing that focuses on marketing activities during recessions.
TL;DR: In this paper, a conceptual model is developed in which environmental factors are antecedent variables influencing the responsive and proactive market orientation, and data were collected from 308 companies across a wide range of industries.
Abstract: Purpose – Recent studies have conceptualized market orientation into two distinct components, responsive and proactive market orientation. The purpose of this paper is to examine the environmental antecedents that lead to the adoption of a responsive or proactive market orientation. Design/methodology/approach – Drawing upon the market orientation literatures, and using theory derived from environment strategy research as a starting point, a conceptual model is developed in which environmental factors are antecedent variables influencing the responsive and proactive market orientation. To test the conceptual model, data were collected from 308 companies across a wide range of industries. Findings – The results show that responsive market orientation is positively related to market turbulence, technological turbulence and competitive intensity. On the contrary, proactive market orientation is negatively related to market turbulence, technological turbulence, and competitive intensity. Originality/value – T...
TL;DR: In this paper, the authors examined how customer-oriented selling is linked to two important antecedents (unethical intention and the trust of salespeople in their manager) and found a negative relationship between unethical intention and both trust in manager and customer oriented selling.
Abstract: Purpose – The purpose of this paper is to examine how customer‐oriented selling is linked to two important antecedents – unethical intention and the trust of salespeople in their manager.Design/methodology/approach – Hypotheses are developed suggesting that “unethical intention” is inversely related to “trust in manager” and “customer‐oriented selling.” Data were collected from 345 business‐to‐business sales professionals. Structural equation modeling was used to test a model of the hypothesized relationships.Findings – Support was shown for a negative relationship between unethical intention and both trust in manager and customer‐oriented selling. Interestingly, the proposed negative relationship between trust in manager and customer‐oriented selling was not supported in this sample.Research limitations/implications – This study's findings will advance the academic sales research as the literature suggests the importance of building salespeople's trust in their manager, reducing unethical behavior and us...
TL;DR: In this paper, the authors identify the types of relationships that intermediaries form with their suppliers and customers in the apparel supply chain and their implications for performance and identify three configurations: moderately dependent relationships with suppliers, moderate flexibility upstream, highly dependent relationships, but low flexibility upstream; and relationships with customers that are low in dependence.
Abstract: Purpose – This study aims to identify the types of relationships that intermediaries form with their suppliers and customers in the apparel supply chain and their implications for performance.Design/methodology/approach – Cluster analysis was conducted on the supplier and customer relationships of 90 trade intermediaries in the apparel industry.Findings – Three configurations were identified: moderately dependent relationships with suppliers and customers and moderate flexibility upstream; highly dependent relationships with suppliers and customers but low flexibility upstream; and relationships with suppliers and customers that are low in dependence. Performance of firms using these configurations differed. Firms that cultivated some dependence upstream and downstream performed best. Firms with highly dependent relationships with suppliers and customers but low flexibility upstream performed almost as well. This group was highly skilled in relationship management. Firms that maintained low dependence wit...
TL;DR: In this paper, the role of marketing process improvements in the relationship between a buyer firm's supplier-related activities and its performance was examined by using a self-report survey with 338 executives who were involved in supplier development.
Abstract: Purpose – The purpose of this paper is to test the market-based asset framework by examining the role of marketing process improvements in the relationship between a buyer firm's supplier-related activities and its performance. Design/methodology/approach – Interviews with executives who were involved in supplier development were conducted to learn more about supplier development and to help in the development of the survey constructs. A self-report survey was then developed online to collect data for the study. In total, 338 executives responded and partial least squares (PLS) structural equation modeling was used to test the hypotheses developed in the study. Findings – Marketing process improvements were found to mediate the relationship between a firm's supplier development efforts and firm performance, thus providing empirical support for the market-based asset framework. The study also found that a firm's supplier development activities can lead to improvements in its marketing processes. Originalit...
TL;DR: In this article, the authors identify the organizational antecedents of intraorganizational customer knowledge dissemination in the context of key account management (KAM) and find that the intra-organizational dissemination of customer knowledge is positively related to the supplier's key account performance and dissemination fully mediates the relationship between esprit de corps and KAM performance.
Abstract: Purpose – This study aims to identify the organizational antecedents of intra‐organizational customer knowledge dissemination in the context of key account management (KAM).Design/methodology/approach – The data were collected from large industrial companies in Finland by means of a structured survey. Linear hierarchical regression analysis was used to test the hypotheses.Findings – The findings of the study show that esprit de corps among employees and the formalization of key account management facilitate customer knowledge dissemination in industrial key account organizations. Moreover, the findings show that the intra‐organizational dissemination of customer knowledge is positively related to the supplier's KAM performance and dissemination fully mediates the relationship between esprit de corps and KAM performance.Research limitations/implications – The study contributes to research on key account management in providing quantitative empirical evidence about the antecedents and consequences of the in...
TL;DR: In this paper, the role of strategic intent in key account management has not previously been empirically tested and the authors report on inductive research that used a dyadic methodology and difference modeling to examine nine key account relationship dyads involving 18 companies.
Abstract: Purpose – Over the past ten to 15 years, key account management (KAM) has established itself as an important and growing field of academic study and as a major issue for practitioners. Despite the use of strategic intent in conceptualizing KAM relationship types, the role of strategic intent has not previously been empirically tested. This paper aims to address this issue Design/methodology/approach – This paper reports on inductive research that used a dyadic methodology and difference modelling to examine nine key account relationship dyads involving 18 companies. This is supplemented with 13 semi-structured interviews with key account managers from a further 13 companies, which provides additional depth of understanding of the drivers of KAM relationship type. Findings – The research found a misalignment of strategic intent between supplier and customer, which suggested that strategic intent is unrelated to relationship type. In contrast, key buyer/supplier relationships were differentiated not by the ...
TL;DR: In this article, the authors propose a model by using the relational exchange perspective to explain the mechanism in which supplier investment in specific assets on behalf of buyers influences buyer performance in product development.
Abstract: Purpose – Although previous studies have examined the influence of asset specificity on firm performance, the literature has not focused on the influence of supplier asset specificity on product development, or the transformation that induces this This study aims to propose a model by using the relational exchange perspective to explain the mechanism in which supplier investment in specific assets on behalf of buyers influences buyer performance in product developmentDesign/methodology/approach – Empirical data were collected from research and development staff in Taiwanese listed electronic firms and tested using structural equation modeling to verify the fit of the hypothetical modelFindings – The result demonstrates that supplier investment in specific assets for buyers positively impacts buyer's perceived relationship quality, which in turn affects knowledge sharing between buyers and suppliers and buyer product development performance However, asset specificity does not directly affect knowledge