Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities |
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| Authors: | Marko Kohtamäki Jukka Partanen Vinit Parida Joakim Wincent |
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| Institution: | 1. University of Vaasa, Department of Management, Entrepreneurship and Innovation, Luleå University of Technology, PO Box 700, FI-65101 Vaasa, Finland;2. Aalto University, School of Economics, PO Box 21250, 00076 Aalto, Finland;3. Entrepreneurship and Innovation, Luleå University of Technology / University of Vaasa, Department of Management, SE-97187 Luleå, Sweden |
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| Abstract: | 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. |
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| Keywords: | Industrial service offering Industrial service business Network capabilities Alliance capability Firm sales performance |
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