José Ángel López Sánchez

Organisational learning and value creation in business markets

Purpose – This paper has three objectives: first, to analyse the effects of organisational learning on customer value creation capability; second, to develop a better understanding of how organisational learning influences business performance; and third, to examine the moderating role that market turbulence plays in the learning‐value connection.Design/methodology/approach – According to the objectives of the research, and from an extensive review of the literature, the paper develops and tests a conceptual model on a sample of 181 Spanish manufacturing companies by means of a structural equation system.Findings – It is demonstrated that the manufacturers organisational learning is a direct and positive antecedent of customer value creation capability, understood from a functionalist perspective. It is also confirmed that this organisational learning directly enhances the manufacturers business performance. In contrast, the paper cannot confirm that the learning‐value connection is stronger when there ...

The Impact of Relational Variables on Value Creation in Buyer–Seller Business Relationships

Purpose: This research was aimed at attaining a deeper knowledge of how customer value creation can be improved in business markets. Although trust and commitment (as relational governance mechanisms) appear to have a positive effect on customer value creation, limited empirical evidence exists about the combined effect of the aforementioned variables on improving customer value creation. This article studies why trust and commitment are key precursors to improving customer value creation in commercial relationships among companies. Methodology: Following a review of the literature, we introduce and contrast a conceptual model on a sample of 181 manufacturing companies located in Spain by means of a structural equation system. Originality: The study of these causal relationships is relevant because it provides greater knowledge of the role played by the key relational variables of trust and commitment on improving customer value creation in business markets. These variables also have an important influenc...Purpose: This research was aimed at attaining a deeper knowledge of how customer value creation can be improved in business markets. Although trust and commitment (as relational governance mechanisms) appear to have a positive effect on customer value creation, limited empirical evidence exists about the combined effect of the aforementioned variables on improving customer value creation. This article studies why trust and commitment are key precursors to improving customer value creation in commercial relationships among companies. Methodology: Following a review of the literature, we introduce and contrast a conceptual model on a sample of 181 manufacturing companies located in Spain by means of a structural equation system. Originality: The study of these causal relationships is relevant because it provides greater knowledge of the role played by the key relational variables of trust and commitment on improving customer value creation in business markets. These variables also have an important influence on the development and maintenance of a relationship in the long term and have been the focus of recent marketing research. Findings: The empirical results reveal that: (1) distributor commitment is a direct and positive antecedent of value creation in a relationship, understood from a functionalist perspective; (2) distributor trust, the other relational variable, has an indirect effect on value creation through the distributors commitment; and (3) this research does not tie in with previous studies that found that direct value-creating functions have a multiple-component nature representing a second-order factor.

Aprendizaje organizativo y creación de valor en las relaciones fabricante-distribuidor☆

The purpose of this paper is to study the effect of organizational learning (OL) in customer value creation. Thus, firstly, a literature review about the latent factors mentioned before is carried out. Next, a conceptual model is outlined, where the dyadic relationship between manufacturers and their principal distributor is adopted as unit of analysis. Then, we move on with the study of the data obtained in the field work. At this point the reliability and validity of the OL process and value creating functions (direct and indirect) is examined to, immediately, analyse the causal connections of the specified structural model. The empirical results reveal that the manufacturers OL process is a direct and positive antecedent of value creation, considered from a functionalist perspective, and business performance.

Innovación de servicio y co-creación con los clientes de la empresa: efectos sobre los resultados

RESUMEN La literatura reciente atribuye una gran importancia a la participacion activa de los clientes de la empresa en el proceso de desarrollo de nuevos productos y/o servicios para favorecer el exito de la innovacion. En el presente trabajo se examinan los efectos de dicha participacion, denominada co-creacion, en el ambito de los nuevos servicios valorando su impacto tanto en los resultados obtenidos entre los clientes de la empresa como en relacion a los objetivos comerciales y financieros establecidos. Se analiza tambien el posible efecto moderador del tipo de cliente considerado en los procesos de co-creacion. El modelo conceptual se contrasta sobre la base de una muestra de empresas de servicios empresariales intensivos en conocimiento (SEIC). Los resultados confirman la relacion causal propuesta entre la co-creacion con clientes y los resultados de clientes, pero no el efecto directo de la co-creacion en el exito del nuevo servicio. Una posible explicacion de este hallazgo puede deberse al efecto mediador puro de los resultados de clientes. Tampoco se desvela la existencia de efectos moderadores derivados del perfil del cliente co-creador.

How Value Creation and Relationship Quality Coalignment Affects a Firm's Performance: An Empirical Analysis

This study intends to contribute to a better understanding of how value creation coaligns with relationship quality and how this coalignment affects a firms performance. To examine this question a theoretical framework is developed following a configuration theory approach. The unit of analysis is the dyadic relationship between manufacturers and their main distributor. The empirical results reveal that not all the manufacturers have the same orientation towards their creation of value for the main distributor and that the coalignment between their creation of value for the main distributor and the dimensions of relationship quality yields stronger distributor loyalty. This was not the case, however, with manufacturers business performance for which no such relationship was found.

EL APRENDIZAJE ORGANIZATIVO: HACIA UN MODELO CONCEPTUAL DE TIPO COGNOSCITIVO

The objective of this research is the construction of a conceptual model of organisational learning. Given that the majority of the existing theoretical frameworks in the specialised literature, that have tried to explain the phenomenon of organisational learning, have ignored the influence of mental models, the principal motivation of this investigation has been the need to understand how learning occurs as a result of such mental models, both in the individual and in the organisation. From this point of view, the proposed model improves the current understanding of the learning processes: (1) offering an integrated vision of the existing connections between individual and organisational learning; and (2) identifying a series of factors that encourage or inhibit the process of knowledge transfer.