SMEs’ marketing performance: the mediating role of market entry capability

2018 ◽  
Vol 20 (2) ◽  
pp. 122-146
Author(s):  
Nuryakin ◽  
Elia Ardyan
Keyword(s):  
Market Entry ◽  
Relational Capital ◽  
Content Type ◽  
Marketing Performance ◽  
Long Period ◽  
Central Java ◽  
Network Competence ◽  
The Relationship

PurposeThis study aims to examine an empirical evidence of the relationship between relational capital, network competence and market entry capabilities on marketing performance in small- and medium-sized enterprises’ (SMEs’) furniture export orientation in Central Java, Indonesia.Design/methodology/approachThis study uses a quantitative research approach to investigate the relationship between relational capital, network competence, market entry capabilities and marketing performance. To achieve the research objectives, data were collected from managers or owners of furniture export orientation in Central Java, Indonesia. Using structural equation modeling, and after a series of exploratory and confirmatory factor analyzed, the authors tested an integrated model of the relationship between relational capital, network competence, market entry capabilities and marketing performance.FindingsThe result of this study indicates that relational capital has a positive significant effect on marketing performance. Relational capital has an insignificant effect on market entry capabilities. Network competence has a positive effect on market entry capabilities. Market entry capabilities have a positive effect on marketing performance. Other results also show that market entry capabilities can mediate the influence of network competence and marketing performance.Research limitations/implicationsThe limitation of this research indicates that respondents in this research are very varied, if it is seen from their background into furniture business development, whereas many respondents do not have enough understanding of the questionnaire distributed. This research is only developed at the SMEs’ furniture area, so it cannot be generalized at the other organizational area. The influencing of relational capital result in market entry capability has not suitable with theory built. It is because inaccurate dimension market entry capability has been applied in this research. For future research, it is suggested to look for alternative dimension of market entry capability.Practical implicationsBased on the analysis results and discussion, it can be formulated that managerial implication explains the following steps: first, a company should focus on long-period relationship development. Focus on long-period relationship development will increase customer loyalty and company performance. Moreover, the customer has long-term relationship with organization, although instability condition because of the belief in long-period relationship and strong commitment to each other. The evidence from this study suggests that’s the organization needs to develop the long-term relationship with customer. Second, networking competency is important in market entry capability. Relationship can change anytime; therefore, the company has to have a strong competency of network developing. This competency helps company to enhance strong relationship. The strong network relationship helps company face easier ways in market entry capability.Originality/valueThe results of this research indicate that the role played by relational capital to increase market entry capability is not as good as the role played by network capability on market entry capability. In the international market context, the role of resource-based view is better than that of transaction cost economy in influencing market entry capability. Other results also show that market entry capabilities can mediate the influence of network competence and marketing performance.

scholarly journals Non-linear effects of relational capital on supply-side resilience

2019 ◽  
Vol 39 (9/10) ◽  
pp. 1053-1075
Author(s):  
Yiyi Fan ◽  
Mark Stevenson
Keyword(s):  
Linear Relationship ◽  
Boundary Spanning ◽  
Curvilinear Relationship ◽  
Tie Strength ◽  
Supply Side ◽  
Relational Capital ◽  
Content Type ◽  
The Impact ◽  
The Relationship

Purpose Prior studies have largely overlooked the potentially negative consequences of a buyer’s relational capital (RC) with a supplier for supply-side resilience, assuming a positive linear relationship between the constructs. Meanwhile, the focus of research has been at an organisational level without incorporating the role of boundary spanning individuals at the interface between buyer and supplier. Drawing on social capital and boundary spanning theory, the purpose of this paper is to: re-examine the relationship between RC and supply-side resilience, challenging the linear assumption; and investigate how both the strength and diversity of a boundary spanner’s ties moderate this relationship. Design/methodology/approach Survey data are collected from 248 firms and validated using a subset of 57 attentive secondary respondents and archival data. The latent moderated structural equation method is applied to analyse the data. Findings An inverted U-shaped relationship between RC and supply-side resilience is identified. Tie strength in particular has a positive moderating effect on the relationship. More specifically, the downward RC–supply-side resilience relationship flips into an upward curvilinear relationship when boundary spanning individuals develop stronger ties with supplier personnel. Research limitations/implications A deeper insight into the RC–supply-side resilience relationship is provided. Findings are based on Chinese manufacturing firms and cross-sectional data meaning further research is needed to determine their generalisability. Practical implications In evaluating how to enhance supply-side resilience, buying firms must decide whether the associated collaborative benefits of developing RC outweigh the potential costs. Managers also need to be concerned with the impact of developing RC between organisations and enhancing the tie strength of individuals simultaneously. Originality/value The paper goes beyond the linear relationship between RC and supply-side resilience. Incorporating the moderating role of boundary spanners identifies a novel phenomenon whereby the RC–resilience relationship flips from an inverted to a U-shaped curve.

The role of surgery in the management of supratentorial intermediate and high-grade astrocytomas in adults

1990 ◽  
Vol 73 (3) ◽  
pp. 331-344 ◽  
Author(s):  
Jules M. Nazzaro ◽  
Edward A. Neuwelt
Keyword(s):  
Surgical Management ◽  
Survival Data ◽  
Postoperative Radiotherapy ◽  
High Grade ◽  
Survival Times ◽  
Term Survival ◽  
Content Type ◽  
The Relationship

✓ In this analysis, the authors review studies over the last 50 years addressing the association between long-term survival and type of surgical management in adults with supratentorial intermediate or high-grade astrocytomas. Earlier reports are included because they are repeatedly referenced in current works and clearly are an important basis upon which present attitudes are predicated. Because recent work has definitively demonstrated the significance of prognostic variables on outcome, the handling of such factors in studies that investigated survival data according to degree of surgery is emphasized. Study design, experimental methods used, and methods of data analysis are also examined. This analysis shows that there is little justification for dogmatic statements concerning the relationship between increasing patient survival times and aggressive surgical management in adults with supratentorial intermediate or high-grade astrocytomas, if patients receive postoperative radiotherapy.

Religio-centric product strategy on marketing performance

2020 ◽  
Vol 22 (2) ◽  
pp. 181-203
Author(s):  
Hendar Hendar ◽  
Moch. Zulfa ◽  
Alifah Ratnawati ◽  
Mulyana Mulyana
Keyword(s):  
Brand Management ◽  
Customer Relationship ◽  
Marketing Capability ◽  
Product Strategy ◽  
Content Type ◽  
Marketing Performance ◽  
Management Capability ◽  
The Relationship ◽  
Positive Effect

Purpose The purpose of this paper is to investigate and test the role of religio-centric product strategy (RPS) in mediating the relationship among marketing innovativeness (MI), market sensing capability (MSC), customer relationship management capability (CRMC) and brand management capability (BMC) with marketing performance (MP) in a religious-based industry. This is in accordance with the conditions of Indonesian religious people and the increasing demand for Muslim fashion products. Design/methodology/approach This paper selected 330 small fashion businesses in Indonesia and tested the regressive relations of the 6 constructs. Findings The findings showed that MI, MSC, CRMC and BMC have a positive effect on RPS and RPS also has a positive effect on MP, so that RPS acts as mediation in the relationship among MI, MSC, CRMC and BMC with MP. Research limitations/implications In-depth research on other dimensions of the role of antecedent variable of RPS, such as NPD capability, specialized marketing capability, resource reconfiguration marketing capability, architectural marketing capability and marketing resources that are interesting to discuss (Morgan, 2012), has not been done in research. Originality/value By examining the literature on dynamic capability, marketing strategy, entrepreneurship and business performance, this paper offers a unique analysis of dynamic marketing capability and its impact on product strategy and MP in religious-based industries.

The role of strategic collaborations and relational capital in enhancing product performance – a moderated-mediated model

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Daniel Prajogo ◽  
Carlos Mena ◽  
Mesbahuddin Chowdhury
Keyword(s):  
Mediating Effect ◽  
Product Performance ◽  
Relational Capital ◽  
Supplier Relationships ◽  
Content Type ◽  
Mediating Role ◽  
Strategic Value ◽  
Strategic Relationships ◽  
The Relationship

PurposeThe purpose of this paper is to test the moderated-mediated model using a dataset drawn from 204 manufacturing firms in Australia, and Hayes' PROCESS macro software was used for analyzing the research model.Design/methodology/approachThis study examines how firms can leverage the strategic value of their key supplier for improving their product performance by developing strategic collaborations with the key supplier as a mediating factor. Furthermore, it also seeks to understand the role that commitment plays in strategic relationships by testing how the mediating role of strategic collaboration is moderated by the level of buyer-suppliers relational capital.FindingsThe findings show that strategic collaborations mediate the relationship between the strategic value of key supplier and buyer's product performance, and the mediating effect is moderated by the relational capital between the buyer and the key supplier in such a way that the stronger the relational capital the stronger the indirect effect of strategic value of key supplier on buyer's product performance.Practical implicationsThe findings show that firms could derive significant benefits from the strategic value of their key supplier in improving their product performance. However, the benefits can only be realized if firms can build successful strategic collaborations in the first place. At the same time, this study also demonstrates the importance of relational capital in terms of commitment and trust with the key supplier that influences the effectiveness of strategic collaborations in realizing the outcome of the collaborations.Originality/valueThis study addresses the gap in the literature by disentangling the complex relationship between a key supplier's strategic value and a buyer's product performance and the role that both collaboration and relational capital play in this relationship. By integrating strategic collaborations and relational capital of buyer-supplier relationships, this study not only confirms the links by testing key supplier's strategic value, strategic collaboration and product performance, but also extends the previous studies by incorporating the moderating role of relational capital as a contingent factor.

Enhancing service delivery in humanitarian relief chains: the role of relational capital

2020 ◽  
Vol 10 (2) ◽  
pp. 169-203
Author(s):  
Sheila Namagembe
Keyword(s):  
Service Delivery ◽  
Interactive Effect ◽  
Humanitarian Assistance ◽  
Relational Capital ◽  
Humanitarian Relief ◽  
Content Type ◽  
Moderation Effect ◽  
The Relationship ◽  
Moderating Role

PurposeThe study examined the influence of relational capital on inter-cluster coordination and service delivery of humanitarian organisations; the mediating and moderating role of inter-cluster coordination on the relationship between relational capital and service delivery.Design/methodology/approachData was collected from 60 humanitarian organisations. Potential respondents were five officers from each humanitarian organisation involved in delivering humanitarian assistance. Respondents from the different organisations were selected using purposive sampling. The SPSS software, SMART PLS and CB-SEM software were used to obtain results on the influence of relational capital on inter-cluster coordination and service delivery in humanitarian organisations; and the mediating and moderating role of inter-cluster coordination on the relationship between relational capital and service delivery.FindingsFindings indicated that relational capital influences inter-cluster coordination and service delivery in humanitarian relief chains; inter-cluster coordination partially mediates the relationship between relational capital and service delivery in humanitarian relief chains; and no interactive effect was found when the moderation effect of inter-cluster coordination on the relationship between relational capital and service delivery in humanitarian organisations was examined.Research limitations/implicationsThe study was mainly focused on humanitarian organisations excluding beneficiaries and the logistics suppliers. The research has implications to decision-makers in government and humanitarian organisations concerned with providing relief aid to beneficiaries.Originality/valueThe influence of relational capital on inter-cluster coordination and service delivery in humanitarian relief chains; the mediating role and moderating role of inter-cluster coordination on the relationship between relational capital and service in humanitarian relief chains are aspects that have not been given significant attention empirically.

The role of intellectual capital in fostering SD-Orientation and firm performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Helena Alves ◽  
Ignacio Cepeda-Carrion ◽  
Jaime Ortega-Gutierrez ◽  
Bo Edvardsson
Keyword(s):  
Financial Performance ◽  
Intellectual Capital ◽  
Structural Equation ◽  
Great Influence ◽  
Relational Capital ◽  
Content Type ◽  
Service Oriented ◽  
And Performance ◽  
The Relationship

PurposeThis research aims to understand the relationship among Intellectual Capital (IC), Service Dominant Orientation (SD-Orientation) and firms performance.Design/methodology/approachA model conceptualizing the relationship among the three constructs was tested through structural equation modelling on a sample of 101 firms from SABI Spanish database.FindingsThe results confirm the influence of IC, in all of its dimensions, on SD-Orientation and of SD-orientation on performance. Furthermore, the results show that SD- Orientation fully mediates the relationship between IC and performance, except for relational capital that by itself also directly influences financial performance.Research limitations/implicationsData is limited to a sample of only one country and 101 services firms. Therefore, future studies should be carried out with samples from other countries.Practical implicationsThe main results show HC, relational capital and SC are a great influence and antecedent on SD-Orientation, therefore, as an implication, firms need to take care of the several components (human, structural and social) of IC in order to become more service oriented, something that will allow them to achieve a better performance.Originality/valueUntil know there was no other study testing the influence of IC on SD-Orientation, therefore this study contributes to understand SD-orientation and the necessary resources to operationalize it, including the links to financial performance.

Relational bonding strategies in the franchise industry: the moderating role of duration of the relationship

2015 ◽  
Vol 30 (7) ◽  
pp. 830-841 ◽  
Author(s):  
Yong-ki Lee ◽  
Sally Kim ◽  
Min-Seong Kim ◽  
Jae-Han Lee ◽  
Ki-Taek Lim
Keyword(s):  
Design Methodology ◽  
Research Model ◽  
Content Type ◽  
Different Types ◽  
The Impact ◽  
The Relationship ◽  
Moderating Role ◽  
Practical Implications

Purpose – This paper aims to examine the effect of different relational bonding strategies on franchisees’ perceptions of benefits. The duration of the relationship is framed as a moderator between three types of relational bonds and the perceived benefits. Design/methodology/approach – The data are collected via a survey from foodservice franchisees in South Korea. To test the study’s hypotheses, the research model was estimated with two-stage least squares. Findings – The result shows that social and structural bonds have a significant impact on franchisees’ perceptions of benefits. There are some significant interactions between different types of relational bonds and the duration of the relationship. Perceptions of benefits are found to influence satisfaction, intentions to recommend, intentions to renew the contract and long-term orientation. Practical implications – The study suggests that franchisors may want to focus on developing and strengthening social bonds, and also customize their relational approaches based on the duration of the relationship with the franchisees. Originality/value – This research illustrates the impact of three types of relational bonding strategies on franchisees’ perceptions of the benefits and also examines the significant moderating role of the duration of the relationship.

Campus development as catalyst for innovation

2018 ◽  
Vol 20 (2) ◽  
pp. 84-102 ◽  
Author(s):  
Flavia Curvelo Curvelo Magdaniel ◽  
Hans De Jonge ◽  
Alexandra Den Heijer
Keyword(s):  
Real Estate ◽  
Content Type ◽  
Theoretical Concepts ◽  
Theoretical Contribution ◽  
Efficient Resource ◽  
Urban Level ◽  
Decision Making Processes ◽  
The Relationship

Purpose This paper aims to model the relationship between innovation and real estate, providing campus managers with a tool that illustrates how campus development stimulates innovation and that guides them to add value to their organisations. Design/methodology/approach The authors review previous research and build theory from the study of two cases. They shape a hypothesis by linking various theoretical concepts and by verifying it with empirical data to finally model how campus development stimulates innovation. Findings Findings suggest that campus development facilitates five conditions required to stimulate innovation through decisions and interventions over long-term periods. These findings acknowledge that location is key to explain campus development as a catalyst for innovation. In addition, this paper identifies potential issues in decision-making processes that can inhibit the facilitating role of real estate in innovation. Practical implications A framework clarifying the path to stimulate innovation through real estate will allow campus managers to steer their real estate strategies in line with this specific organisational goal and to better communicate how their decisions add value to their organisations. Social implications Findings advocate a more effective and efficient resource allocation for campus development in and around cities. Originality/value Until now, studies on stimulating innovation through real estate have focussed on workplace level. A core theoretical contribution of this paper is enlarging the application scope of CREM theories to the urban level involving multiple organisations.

The nexus among innovation types, knowledge sharing, transformational leadership, and marketing performance in an emerging economy

2020 ◽  
Vol 12 (4) ◽  
pp. 529-548
Author(s):  
Samuel Afriyie ◽  
Jianguo Du ◽  
Abdul-Aziz Ibn Musah
Keyword(s):  
Transformational Leadership ◽  
Knowledge Sharing ◽  
Critical Role ◽  
Emerging Economy ◽  
Equation Modeling ◽  
Service Firms ◽  
Content Type ◽  
Marketing Performance ◽  
The Relationship

Purpose This paper aims to empirically examine the structural relationship between innovation types, transformational leadership (TL), knowledge sharing (KS) and marketing performance (MP) in small- and medium-sized enterprise (SME) service firms. The paper further investigates the extent to which TL and KS influence the relationship between innovation and MP and how such an effect could be managed for SME development. Design/methodology/approach Cross-sectional survey data are collected from 437 from SME service firms of an emerging economy with a fast-growing service sector. The quantitative methodologies were used in which partial least squares structural equation modeling with bootstrap procedures was adopted to test the hypotheses. Findings The findings suggest that Innovations have a significant effect on MP, TL has a moderating effect on the relationship and whiles KS mediates between innovation and MP. The study’s results indicate that these effects are robust in the firm’s marketplace. Research limitations/implications This study calls for future testing of the current framework in other economies and SME sectors such as manufacturing, which makes findings contextual. Practical implications For SME to remain competitive, this study deepens the effect of innovation on performance and as such managers/owners should consider the vital role of TL and KS as a predictor of the relationship between innovation and MP. Social implications The findings emphasize the critical role of KS and TL in the relationship between innovation types and MP SMEs in an emerging economy. Originality/value This current study contributes to the literature by assessing a valid model that describes concurrently the relationships between innovation types, TL, KS and MP. This is the first empirical study to focus on SME MP in relation to types of innovation, TL and KS in an emerging economy.

Brand and firm values in distinct national cultures

2020 ◽  
Vol 32 (8) ◽  
pp. 1737-1758 ◽  
Author(s):  
Reza Chowdhury ◽  
Wootae Chun ◽  
Sungchul Choi ◽  
Kurtis Friend
Keyword(s):  
Cultural Values ◽  
Firm Value ◽  
Power Distance ◽  
Uncertainty Avoidance ◽  
National Cultures ◽  
Content Type ◽  
Brand Values ◽  
The Relationship

PurposeThe objective of this article is to investigate the moderating role of national cultures in the relationship between brand value and firm value.Design/methodology/approachThis article examines the topic in the context of different national cultural attributes, including individualism, uncertainty avoidance, masculinity, power distance, and long-term orientation. We use brand values of the Financial Times Global 500 companies and national cultural values reported by Hofstede, GLOBE, and Schwartz.FindingsResults exhibit that brands are more value-additive to companies in highly individualistic cultures. Furthermore, a valuable brand contributes more to firm value in countries with low uncertainty avoidance, high masculine, low power distance, and short-term oriented cultures.Originality/valueThe evidence suggests that while a valuable brand contributes to firm value, the level of its effect on firm value varies by national cultures.

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