Putting marketing knowledge to use: marketing-specific relational capital and product/service innovation performance
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 4 June 2021
Issue publication date: 3 January 2022
Abstract
Purpose
The importance of integrating both internal and external knowledge into the product/service innovation process has been widely recognized in the knowledge management and innovation literature. Likewise, the role of the marketing and sales function as a driver of innovation has been stressed because of its market-facing role. However, limited research has investigated the complementarity of both internal and external knowledge regarding product/service innovation performance in a marketing context. The purpose of this study is to analyze marketing departments’ role in accessing internal and external knowledge resources (i.e. marketing-specific relational capital [RC]) to reach improved product and service innovation performance.
Design/methodology/approach
The analysis uses empirical evidence collected by a structured survey of 346 respondents representing marketing and sales functions in Spanish companies.
Findings
The survey revealed that marketing-specific internal relational capital at the department and inter-department levels, as well as noncustomer external RC, are directly associated with product/service innovation performance. Further, the analyses show that the relationship between customer-specific RC and innovation performance is mediated by other types of RC, making it a fundamental antecedent to the innovation process. Finally, significant differences in marketing-specific RC subcomponents were found between business-to-consumer (B2C) and business-to-business (B2B) firms.
Originality/value
This study makes a valuable contribution to marketing and management literature by revealing the types of social interactions in the marketing function that enable access to knowledge sources that promote successful product/service innovation.
Keywords
Acknowledgements
Funding: This work was supported by the Hezkuntza Saila, Eusko Jaurlaritza – Department of Education, Basque Government [grant number PRE_2019_1_0292].
Citation
Peñalba-Aguirrezabalaga, C., Ritala, P. and Sáenz, J. (2022), "Putting marketing knowledge to use: marketing-specific relational capital and product/service innovation performance", Journal of Business & Industrial Marketing, Vol. 37 No. 1, pp. 209-224. https://doi.org/10.1108/JBIM-07-2020-0369
Publisher
:Emerald Publishing Limited
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