Authors: Joakim Wincent; Jukka Partanen; Marko Kohtamäki; Vinit Parida
Prior research on the implementation of industrial service offerings does rarely take mediation and moderating effects into account in the study of influences on sales performance. Respondingto calls for studies to analyze theimportant links between implementation of industrial service offerings and company sales performance, this study tests the mediating role of service performance.Moreover, to analyze the organizational capabilities required to create and capture value from industrial service interactions, the presentstudy tests the moderating role of network capabilities on the relationships between service offering and service performance and between service offering and company sales performance.Using data on 103 product manufacturing companies in the recent economic downturn, weconfirm the hypothesized mediating role of service performance in the relationship between service strategy and company sales performance. More importantly, our results highlight the critical role of network capabilities in value creation, as network capabilitiespositively moderate the links between a developed measurement of service offering and service performance and between this measure of service offering and company sales growth. For managers of product manufacturing companies, the results suggest the active development of comprehensive service offerings and organizational capabilities, such as network capabilities, to create and capture customer value and to ensure prosperity. We further discuss the need to carefully measure service offerings and position our findings in relation to the counter-cyclical nature of industrial service revenues
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2012
Conference: Rome, Italy (2012)