Authors: Carla Ramos; Maciej Mitrega; Sebastian Forkmann; Stephan Henneberg
This study proposes the concept of networking capability (NC) as the complex organizational capability oriented towards managing business relationships along all the main stages of the development of these relationships. 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 factor that influences significantly firm performance. In order to define the NC concept and develop as well as test a measurement model for it, 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 emotions and attitudes of managers towards their exchange partners (Ritter, Wilkinson, and Johnston 2002: Walter, Auer, and Ritter 2006) The present research differentiates itself from such studies by developing and testing measurement model of NC that are consistent with a grounding in the RBV, specifically the dynamic capability view of the firm (Teece, Pisano, and Shuen 1997).
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2012
Conference: Rome, Italy (2012)