Networking capability in business relationships - concept and scale development

dc.contributor.authorMitrega, Maciej
dc.contributor.authorForkmann, Sebastian
dc.contributor.authorCARLA SOFIA DIAS MOREIRA RAMOS
dc.contributor.authorHenneberg, Stephan C.
dc.coverage.cidadeNão informadopt_BR
dc.coverage.paisNão Informadopt_BR
dc.creatorMitrega, Maciej
dc.creatorForkmann, Sebastian
dc.creatorHenneberg, Stephan C.
dc.date.accessioned2022-08-12T18:34:47Z
dc.date.available2022-08-12T18:34:47Z
dc.date.issued2012
dc.description.abstractIn previous research on inter-organizational marketing and supply chain management the processes through which a focal company deals with the dynamic nature of its business relationships is not fully addressed or understood. To address this gap in the literature, this study proposes the concept of networking capability (NC) as the complex organizational capability oriented towards managing business relationships along all their main development stages. The main proposition is that such a NC capability exists and can be measured, for various types of business partners (especially customers and suppliers), and that NC represents an important aspect that influences firm performance significantly. In order to define the NC concept and develop as test a measurement model, this study uses empirical research and integrates it with the existing literature on business networking-related capabilities. This study distinguishes itself from previous research on networking-related capabilities which not only utilize activities and routines at the company level to measure relational capabilities, but incorporate instead emotions and attitudes of managers towards their exchange partners. Our study, on the other hand, develops and tests a measurement model of NC that is consistent with a grounding in the resource-based view of the firm, specifically the dynamic capability view of the firm. It thereby contributes to the theory and practice of relationship management by proposing a conceptualization and measurement model of NC with regard to all main relationship stages and main types of business partners. Our study adopts a three-stage process of scale development, including qualitative and quantitative research. In summary, our empirical research suggests our NC measurement model as reliable and valid with regard to two main exchange partners: suppliers and business customers. Nomological validity of NC construct is also supported through regression model with company performance as the dependent variable.pt_BR
dc.format.extentp. 739-751pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1016/j.indmarman.2012.06.002pt_BR
dc.identifier.issue5pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/3961
dc.identifier.volume41pt_BR
dc.language.isoInglêspt_BR
dc.publisherElsevierpt_BR
dc.relation.ispartofIndustrial Marketing Managementpt_BR
dc.relation.urihttps://www.sciencedirect.com/science/article/pii/S0019850112001149?via%3Dihubpt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.subjectNetworkingpt_BR
dc.subjectDynamic capabilitiespt_BR
dc.subjectBusiness relationshipspt_BR
dc.subjectScale developmentpt_BR
dc.subjectPurificationpt_BR
dc.titleNetworking capability in business relationships - concept and scale developmentpt_BR
dc.typejournal article
dspace.entity.typePublication
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublicationa5e47b3d-97ba-4dfc-9e50-a5a788713577
relation.isAuthorOfPublication.latestForDiscoverya5e47b3d-97ba-4dfc-9e50-a5a788713577
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