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

Yen Chun Chen*, Po Chien Li, Todd J. Arnold

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

44 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)1181-1191
Number of pages11
JournalIndustrial Marketing Management
Volume42
Issue number8
DOIs
Publication statusPublished - 2013 Nov
Externally publishedYes

Keywords

  • Collaborative communication
  • Market-linking capability
  • Marketing capability
  • Relational performance

ASJC Scopus subject areas

  • Marketing

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