Matches in SemOpenAlex for { <https://semopenalex.org/work/W2757964345> ?p ?o ?g. }
- W2757964345 endingPage "1166" @default.
- W2757964345 startingPage "1144" @default.
- W2757964345 abstract "Purpose The purpose of this paper is to investigate the influence that different components of relational capital (marketing capability, open innovation with business and scientific partners, technological reputation, brand) have on customer performance (CP). Moreover, the moderating effect of absorptive capacity on such relationships is tested. Design/methodology/approach First, the direct relationship between the different components of relational capital and CP is analyzed through a linear regression model. Then, to test the moderating effect, two distinct regression analyses are conducted into two sub-samples, defined according to the level of absorptive capacity. The authors carried out these analyses on a sample of 150 small- and medium-sized enterprises (SMEs) in the medium- and high-tech B2B context. Findings Results of this study prove that CP is enhanced through firm marketing capability, open innovation with business partners and technological reputation, while brand and open innovation with scientific partner do not have an association with CP. In particular, the impact of marketing capability and open innovation with business actors on CP is greater for firms with higher absorptive capacity. Research limitations/implications This paper, highlighting the relevance of relational capital and absorptive capacity in improving CP, enhances our knowledge about the factors that help to strengthen the relationships with customers, which is an under-investigated issue especially for SMEs competing in B2B industries, and extends our knowledge on open innovation practices. Practical implications Findings of this paper suggest that, to achieve better CP, managers should pay special attention to nurturing their marketing capability and high-quality relationships with external actors and invest in absorptive capacity to enhance the positive effect of such linkages. Originality/value This work, combining the external perspective of relational capital and the internal organizational dimension of absorptive capacity, provides valuable insights about the knowledge and resource mix that firms might rely on to achieve better customer satisfaction and loyalty." @default.
- W2757964345 created "2017-10-06" @default.
- W2757964345 creator A5006954134 @default.
- W2757964345 creator A5027279128 @default.
- W2757964345 creator A5071275640 @default.
- W2757964345 date "2017-11-06" @default.
- W2757964345 modified "2023-10-18" @default.
- W2757964345 title "Measuring the impact of relational capital on customer performance in the SME B2B sector" @default.
- W2757964345 cites W1483568813 @default.
- W2757964345 cites W1522682642 @default.
- W2757964345 cites W1539167703 @default.
- W2757964345 cites W1544792451 @default.
- W2757964345 cites W1563683760 @default.
- W2757964345 cites W1755106091 @default.
- W2757964345 cites W1870438343 @default.
- W2757964345 cites W1887789401 @default.
- W2757964345 cites W1966881400 @default.
- W2757964345 cites W1969805774 @default.
- W2757964345 cites W1970301807 @default.
- W2757964345 cites W1972909264 @default.
- W2757964345 cites W1976994983 @default.
- W2757964345 cites W1978699517 @default.
- W2757964345 cites W1979461265 @default.
- W2757964345 cites W1979561216 @default.
- W2757964345 cites W1983045677 @default.
- W2757964345 cites W1983053304 @default.
- W2757964345 cites W1984536024 @default.
- W2757964345 cites W1988881933 @default.
- W2757964345 cites W1990375583 @default.
- W2757964345 cites W1994750296 @default.
- W2757964345 cites W2001698618 @default.
- W2757964345 cites W2004475203 @default.
- W2757964345 cites W2015272094 @default.
- W2757964345 cites W2017745818 @default.
- W2757964345 cites W2023280125 @default.
- W2757964345 cites W2029888285 @default.
- W2757964345 cites W2032317468 @default.
- W2757964345 cites W2032340389 @default.
- W2757964345 cites W2036207632 @default.
- W2757964345 cites W2037193058 @default.
- W2757964345 cites W2039293939 @default.
- W2757964345 cites W2041417413 @default.
- W2757964345 cites W2047714532 @default.
- W2757964345 cites W2049091867 @default.
- W2757964345 cites W2050419503 @default.
- W2757964345 cites W2051660812 @default.
- W2757964345 cites W2052802813 @default.
- W2757964345 cites W2058913805 @default.
- W2757964345 cites W2062254907 @default.
- W2757964345 cites W2062898843 @default.
- W2757964345 cites W2064808927 @default.
- W2757964345 cites W2067917820 @default.
- W2757964345 cites W2071068560 @default.
- W2757964345 cites W2072693498 @default.
- W2757964345 cites W2075277594 @default.
- W2757964345 cites W2077199888 @default.
- W2757964345 cites W2079010646 @default.
- W2757964345 cites W2080936518 @default.
- W2757964345 cites W2081884155 @default.
- W2757964345 cites W2085886095 @default.
- W2757964345 cites W2085970807 @default.
- W2757964345 cites W2086239372 @default.
- W2757964345 cites W2087712586 @default.
- W2757964345 cites W2093631975 @default.
- W2757964345 cites W2094538646 @default.
- W2757964345 cites W2095149004 @default.
- W2757964345 cites W2096512731 @default.
- W2757964345 cites W2099008647 @default.
- W2757964345 cites W2102007298 @default.
- W2757964345 cites W2108795964 @default.
- W2757964345 cites W2114026318 @default.
- W2757964345 cites W2114330672 @default.
- W2757964345 cites W2118465679 @default.
- W2757964345 cites W2118564352 @default.
- W2757964345 cites W2122869115 @default.
- W2757964345 cites W2122973076 @default.
- W2757964345 cites W2131301419 @default.
- W2757964345 cites W2133524691 @default.
- W2757964345 cites W2142638339 @default.
- W2757964345 cites W2144110734 @default.
- W2757964345 cites W2147093515 @default.
- W2757964345 cites W2152585152 @default.
- W2757964345 cites W2154017247 @default.
- W2757964345 cites W2154374169 @default.
- W2757964345 cites W2156062675 @default.
- W2757964345 cites W2156578941 @default.
- W2757964345 cites W2163986411 @default.
- W2757964345 cites W2171851100 @default.
- W2757964345 cites W2324063662 @default.
- W2757964345 cites W2484994022 @default.
- W2757964345 cites W2519530963 @default.
- W2757964345 cites W255271264 @default.
- W2757964345 cites W3121728037 @default.
- W2757964345 cites W3124883584 @default.
- W2757964345 cites W3125413048 @default.
- W2757964345 cites W4229937792 @default.
- W2757964345 cites W4235678817 @default.
- W2757964345 cites W4243667233 @default.