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Measuring the impact of relational capital on customer performance in the SME B2B sector: The moderating role of absorptive capacity

Lara Agostini (Department of Management and Engineering, University of Padua, Vincenza, Italy)
Anna Nosella (Department of Management and Engineering, University of Padua, Vincenza, Italy)
Benedetta Soranzo (Department of Management and Engineering, University of Padua, Vincenza, Italy)

Business Process Management Journal

ISSN: 1463-7154

Article publication date: 6 November 2017

1277

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.

Keywords

Acknowledgements

Funding for this research was provided by the Research Project of the University of Padova, 2014 (code: prot. CPDA140710).

Citation

Agostini, L., Nosella, A. and Soranzo, B. (2017), "Measuring the impact of relational capital on customer performance in the SME B2B sector: The moderating role of absorptive capacity", Business Process Management Journal, Vol. 23 No. 6, pp. 1144-1166. https://doi.org/10.1108/BPMJ-10-2016-0205

Publisher

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Emerald Publishing Limited

Copyright © 2017, Emerald Publishing Limited

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