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How different types of partners influence innovative product sales: Does technological capacity matter?

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  • Tsai, Kuen-Hung
  • Hsieh, Ming-Hung
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    Abstract

    Extant empirical studies examine the effect of different types of partners on innovative product sales. Although these studies present ambiguous results, little research pays attention to the factors leading to this ambiguity. Therefore, this study investigates how technological capacity affects the relationships between different types of partners and innovative product sales. Based on a sample of manufacturing firms from the technological innovation survey, this study reveals several interesting results. First, for the sales from significantly improved products, technological capacity positively impacts on the links between the sales and collaborations with suppliers and also with customers, but negatively moderates with competitors and with research organization. Second, however, on the sales of marginally changed products, technological capacity negatively affects the collaboration with suppliers, but positively impacts on alliance with research organizations. These results increase understanding of the relationships between different types of partners and innovative product sales.

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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 62 (2009)
    Issue (Month): 12 (December)
    Pages: 1321-1328

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    Handle: RePEc:eee:jbrese:v:62:y:2009:i:12:p:1321-1328

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    Web page: http://www.elsevier.com/locate/jbusres

    Related research

    Keywords: Innovative product sales Technological collaboration Technological capacity;

    References

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    1. Tether, Bruce S., 2002. "Who co-operates for innovation, and why: An empirical analysis," Research Policy, Elsevier, vol. 31(6), pages 947-967, August.
    2. Miotti, Luis & Sachwald, Frederique, 2003. "Co-operative R&D: why and with whom?: An integrated framework of analysis," Research Policy, Elsevier, vol. 32(8), pages 1481-1499, September.
    3. Ritter, Thomas & Gemunden, Hans Georg, 2003. "Network competence: Its impact on innovation success and its antecedents," Journal of Business Research, Elsevier, vol. 56(9), pages 745-755, September.
    4. Kazuyuki Motohashi, 2004. "Economic Analysis of University-Industry Collaborations: the Role of New Technology Based Firms in Japanese National Innovation Reform," Discussion papers 04001, Research Institute of Economy, Trade and Industry (RIETI).
    5. William C. Bogner & Pratima Bansal, 2007. "Knowledge Management as the Basis of Sustained High Performance," Journal of Management Studies, Wiley Blackwell, vol. 44(1), pages 165-188, 01.
    6. Wu, Fang & Cavusgil, S. Tamer, 2006. "Organizational learning, commitment, and joint value creation in interfirm relationships," Journal of Business Research, Elsevier, vol. 59(1), pages 81-89, January.
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    Cited by:
    1. Vivas-Augier, Carlos & Barge-Gil, Andrés, 2012. "Impact on firms of the use of knowledge providers: a systematic review of the literature," MPRA Paper 41042, University Library of Munich, Germany.

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