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Net versus combinatory effects of firm and industry antecedents of sales growth

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  • Leischnig, Alexander
  • Henneberg, Stephan C.
  • Thornton, Sabrina C.

Abstract

This study examines antecedents of sales growth using a two-step mixed-method approach including analyses of net effects and combinatory effects. Based on a sample of 453 respondents from manufacturing and service firms, this article shows how the combination of structural equation modeling (SEM) and fuzzy set Qualitative Comparative Analysis (fsQCA) provides more detailed insights into the causal patterns of factors to explain sales growth. This article contributes to the extant literature by highlighting fsQCA as a useful method to analyze complex causality (specifically combinatory effects of antecedent conditions) and by discussing options regarding how this approach can be used to complement findings from conventional causal data analysis procedures that analyze net effects.

Suggested Citation

  • Leischnig, Alexander & Henneberg, Stephan C. & Thornton, Sabrina C., 2016. "Net versus combinatory effects of firm and industry antecedents of sales growth," Journal of Business Research, Elsevier, vol. 69(9), pages 3576-3583.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:9:p:3576-3583
    DOI: 10.1016/j.jbusres.2016.01.005
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    4. Lucía Muñoz-Pascual & Carla Curado & Jesús Galende, 2021. "Fuzzy Set Qualitative Comparative Analysis on the Adoption of Environmental Practices: Exploring Technological- and Human-Resource-Based Contributions," Mathematics, MDPI, vol. 9(13), pages 1-21, July.
    5. Daniel Lovin & Monica Raducan & Alexandru Capatina & Nicoleta Cristache, 2021. "Sustainable Knowledge Transfer from Business Simulations to Working Environments: Correlational vs. Configurational Approach," Sustainability, MDPI, vol. 13(4), pages 1-16, February.
    6. Lalicic, Lidija & Weismayer, Christian, 2021. "Consumers’ reasons and perceived value co-creation of using artificial intelligence-enabled travel service agents," Journal of Business Research, Elsevier, vol. 129(C), pages 891-901.
    7. Alexander Leischnig & Anja Geigenmüller, 2020. "Examining alliance management capabilities in university-industry collaboration," The Journal of Technology Transfer, Springer, vol. 45(1), pages 9-30, February.
    8. Alexander Leischnig & Björn S. Ivens & Nadine Kammerlander, 2017. "A new conceptual lens for marketing: a configurational perspective based on the business model concept," AMS Review, Springer;Academy of Marketing Science, vol. 7(3), pages 138-153, December.
    9. Mario Arias-Oliva & Jorge de Andrés-Sánchez & Jorge Pelegrín-Borondo, 2021. "Fuzzy Set Qualitative Comparative Analysis of Factors Influencing the Use of Cryptocurrencies in Spanish Households," Mathematics, MDPI, vol. 9(4), pages 1-19, February.
    10. Paulssen, Marcel & Leischnig, Alexander & Ivens, Björn S. & Birk, Mattias M., 2016. "Relational norms in customer–company relationships: Net and configurational effects," Journal of Business Research, Elsevier, vol. 69(12), pages 5866-5874.

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