Effects of collaborative communication on the development of market-relating capabilities and relational performance metrics in industrial markets

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Title:	Effects of collaborative communication on the development of market-relating capabilities and relational performance metrics in industrial markets
Authors:	Chen, YC (Chen, Yen-Chun) Li, PC (Li, Po-Chien) Arnold, TJ (Arnold, Todd J.)
Contributors:	Coll Business, Dept Int Business Adm
Keywords:	Collaborative communication Market-linking capability Marketing capability Relational performance
Date:	2013-11
Issue Date:	2014-02-24 10:34:04 (UTC+8)
Abstract:	Research in marketing suggests that collaborative communication is important for firms to sustain competitive advantage, especially in industrial markets. This study integrates relational and resource-based views to articulate how collaborative communication influences different relational performance metrics. Based on a survey of 167 marketing executives in Taiwan's electronics industry, empirical findings indicate that market-relating capabilities (i.e., market-linking and marketing capabilities) completely mediate the collaborative communication-financial performance relationship, while market-relating capabilities partially mediate the collaborative communication-customer-focused performance relationship. In addition, collaborative communication directly influences customer cooperation performance instead of indirectly affecting it through the development of market-relating capabilities. The results of this study provide new insights into the role of collaborative communication as well as important theoretical and managerial implications. (c) 2013 Elsevier Inc. All rights reserved.
Relation:	INDUSTRIAL MARKETING MANAGEMENT Volume: 42 Issue: 8 Pages: 1181-1191
Appears in Collections:	[Department of Business Administration & Graduate Institute of International Business Administration ] periodical articles

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