Linking customer resources to firm success: The role of marketing program implementation

Ruby P. Lee, Gillian Naylor and Qimei Chen

Journal of Business Research, 2011, vol. 64, issue 4, 394-400

Abstract: Drawing from both resource-based view and dynamic capabilities theory, this research investigates how customer resources (i.e., knowledge and network size) influence firm performance through marketing program implementation. The current research shows that customer resources are critical to the development and execution of marketing programs, which can then lead to firm success. Through surveying 269 retailers, this study finds that while customer knowledge directly affects marketing program implementation, it does not directly influence firm performance. In contrast, customer network size not only directly contributes to marketing program implementation and firm performance, but also serves as a significant moderator.

Keywords: Customer; knowledge; Customer; network; size; Marketing; program; implementation; Retailing (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (12)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:64:y:2011:i:4:p:394-400

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