María Leticia Santos Vijande

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.

Efectos de la Gestión de Calidad Total en la transformación en la Innovación Tecnológica y Administrativa

Resumen La gestion de las organizaciones de acuerdo con los principios de calidad total es un fenomeno extendido a nivel internacional por lo que el estudio de sus efectos sobre los resultados empresariales constituye un campo de investigacion de gran actualidad. En este trabajo se analizan las consecuencias de las practicas de calidad total, de acuerdo con los criterios establecidos por el Modelo de Excelencia Europeo (EFQM), en la cultura y actividad innovadora de las empresas. La actividad innovadora se estima en terminos de la intensidad y novedad del esfuerzo innovador en los ambitos administrativo y tecnico. La disposicion cultural a innovar, ademas de ser una consecuencia de la gestion de calidad total (GCT), interviene en el estudio como un antecedente adicional de la innovacion. Los resultados obtenidos permiten cuestionar los argumentos contrarios a la capacidad de la GCT para estimular la innovacion de caracter mas radical y sugieren un papel relevante de esta alternativa estrategica de gestion como fuente de ventajas competitivas.

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.