IDEAS home Printed from https://ideas.repec.org/a/ers/journl/vxxy2017i3ap354-370.html
   My bibliography  Save this article

Networking Quality and Trust in Professional Services

Author

Listed:
  • Agustinus A. Toryanto
  • Hasyim

Abstract

This study attempts to offer an outward-looking insight of the extent the knowledge management and value creation developed within professional organizations that is perceived to be able to influence networking behaviors and organizational performance.By using the Structural Equation Model (SEM) with AMOS, and conducting survey with non-probability sampling techniques of 300 law firms in several cities in Indonesia, the study proposed the networking capability as the mediating variable of the relationship between relational capability and marketing performance.The findings showed that the firms being capable of providing specific services according to the needs of customers and building closeness through business networking are more likely to improve the marketing performance. This study offers the original application of the concept of networking capability and relational capability in professional service-based firms.

Suggested Citation

  • Agustinus A. Toryanto & Hasyim, 2017. "Networking Quality and Trust in Professional Services," European Research Studies Journal, European Research Studies Journal, vol. 0(3A), pages 354-370.
    • Handle: RePEc:ers:journl:v:xx:y:2017:i:3a:p:354-370
    as

    Download full text from publisher

    File URL: http://ersj.eu/dmdocuments/2017-xx-3-a-23.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. A.P. Gorina, 2016. "Issues and Prospectives of the Educational Service Market Modernization," European Research Studies Journal, European Research Studies Journal, vol. 0(3B), pages 227-238.
    2. Walter, Achim & Auer, Michael & Ritter, Thomas, 2006. "The impact of network capabilities and entrepreneurial orientation on university spin-off performance," Journal of Business Venturing, Elsevier, vol. 21(4), pages 541-567, July.
    3. Wojciech Czakon, 2009. "The building blocks of a relational capability – evidence from the banking industry," International Journal of Entrepreneurial Venturing, Inderscience Enterprises Ltd, vol. 1(2), pages 131-146.
    4. O.A. Novokreshchenova & N.A. Novokreshchenova & S.E. Terehin, 2016. "Improving Bank’s Customer Service on the Basis of Quality Management Tools," European Research Studies Journal, European Research Studies Journal, vol. 0(3B), pages 19-38.
    5. Wolfgang Ulaga, 2003. "Capturing value creation in business relationships: A customer perspective," Post-Print hal-00484963, HAL.
    6. Jarillo, J. Carlos, 1989. "Entrepreneurship and growth: the strategic use of external resources," Journal of Business Venturing, Elsevier, vol. 4(2), pages 133-147, March.
    7. Shaker A. Zahra & Donald F. Kuratko & Daniel F. Jennings, 1999. "Guest Editorial: Entrepreneurship and the Acquisition of Dynamic Organizational Capabilities," Entrepreneurship Theory and Practice, , vol. 23(3), pages 5-10, April.
    8. 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.
    9. Stavros Arvanitis & Theodoros Stamatopoulos & Eleftherios Thalassinos, 2011. "Gender Wage Gap: Evidence from the Hellenic Maritime Sector 1995-2002," European Research Studies Journal, European Research Studies Journal, vol. 0(1), pages 93-104.
    10. Douglas W. Vorhies & Michael Harker, 2000. "The Capabilities and Perfor Mance Advantages of Market†Driven Firms: An Empirical Investigation," Australian Journal of Management, Australian School of Business, vol. 25(2), pages 145-171, September.
    11. Nuttavuthisit, Krittinee, 2010. "If you can't beat them, let them join: The development of strategies to foster consumers' co-creative practices," Business Horizons, Elsevier, vol. 53(3), pages 315-324, May.
    12. Antonio Capaldo, 2007. "Network structure and innovation: The leveraging of a dual network as a distinctive relational capability," Strategic Management Journal, Wiley Blackwell, vol. 28(6), pages 585-608, June.
    13. Susanna Slotte–Kock & Nicole Coviello, 2010. "Entrepreneurship Research on Network Processes: A Review and Ways Forward," Entrepreneurship Theory and Practice, , vol. 34(1), pages 31-57, January.
    14. Geoffroy Labrouche & Med Kechidi, 2016. "Competitive advantage, Open Innovation and Dynamic Capabilities," Post-Print hal-01346722, HAL.
    15. Johnson, Jean L. & Sohi, Ravipreet S., 2003. "The development of interfirm partnering competence: Platforms for learning, learning activities, and consequences of learning," Journal of Business Research, Elsevier, vol. 56(9), pages 757-766, September.
    16. Lianxi Zhou & Wei-ping Wu & Xueming Luo, 2007. "Internationalization and the performance of born-global SMEs: the mediating role of social networks," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 38(4), pages 673-690, July.
    17. Bharat N. Anand & Tarun Khanna, 2000. "Do firms learn to create value? The case of alliances," Strategic Management Journal, Wiley Blackwell, vol. 21(3), pages 295-315, March.
    18. Peter J. Lane & Michael Lubatkin, 1998. "Relative absorptive capacity and interorganizational learning," Post-Print hal-02311860, HAL.
    19. Yi, Youjae & Gong, Taeshik, 2013. "Customer value co-creation behavior: Scale development and validation," Journal of Business Research, Elsevier, vol. 66(9), pages 1279-1284.
    20. Enrico Santarelli & Hien Tran, 2013. "The interplay of human and social capital in shaping entrepreneurial performance: the case of Vietnam," Small Business Economics, Springer, vol. 40(2), pages 435-458, February.
    21. Victoria Firescu & Jenica Popescu, 2015. "The Costs of Quality: An Important Decision Tool," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(4), pages 44-52.
    22. Michael Lubatkin & Eric Gedajlovic & William S. Schulze, 2004. "Crossing the threshold from founder management to professional management : A governance perspective," Post-Print hal-02311640, HAL.
    23. Konstantinos Liapis & Antonios Rovolis & Christos Galanos & Eleftherios Thalassinos, 2013. "The Clusters of Economic Similarities between EU Countries: A View Under Recent Financial and Debt Crisis," European Research Studies Journal, European Research Studies Journal, vol. 0(1), pages 41-66.
    24. Bill McEvily & Akbar Zaheer, 1999. "Bridging ties: a source of firm heterogeneity in competitive capabilities," Strategic Management Journal, Wiley Blackwell, vol. 20(12), pages 1133-1156, December.
    25. William S. Schulze & Michael H. Lubatkin & Richard N. Dino & Ann K. Buchholtz, 2001. "Agency Relationships in Family Firms: Theory and Evidence," Organization Science, INFORMS, vol. 12(2), pages 99-116, April.
    26. Rhona Johnsen & David Ford, 2006. "Interaction capability development of smaller suppliers in relationships with larger customers," Post-Print hal-00952864, HAL.
    27. Grissemann, Ursula S. & Stokburger-Sauer, Nicola E., 2012. "Customer co-creation of travel services: The role of company support and customer satisfaction with the co-creation performance," Tourism Management, Elsevier, vol. 33(6), pages 1483-1492.
    28. Rhona Johnsen & Isaac K. Ngugi & Peter Erdelyi, 2010. "Relational capabilities for value co-creation and innovation in SMEs," Post-Print hal-00771149, HAL.
    29. Moller, Kristian & Rajala, Arto & Svahn, Senja, 2005. "Strategic business nets--their type and management," Journal of Business Research, Elsevier, vol. 58(9), pages 1274-1284, September.
    30. Bernardo Balboni & Guido Bortoluzzi & Roberto Grandinetti, 2013. "On the relationship between size, capabilities and internationalisation: an explorative analysis of Italian subcontracting SMEs," International Journal of Globalisation and Small Business, Inderscience Enterprises Ltd, vol. 5(1/2), pages 114-132.
    31. Eric Gedajlovic & Michael H. Lubatkin & William S. Schulze, 2004. "Crossing the Threshold from Founder Management to Professional Management: A Governance Perspective," Journal of Management Studies, Wiley Blackwell, vol. 41(5), pages 899-912, July.
    32. Andreu, Luisa & Sánchez, Isabel & Mele, Cristina, 2010. "Value co-creation among retailers and consumers: New insights into the furniture market," Journal of Retailing and Consumer Services, Elsevier, vol. 17(4), pages 241-250.
    33. A.V. Sultanova & O.S. Chechina, 2016. "Human Capital as a Key Factor of Economic Growth in Crisis," European Research Studies Journal, European Research Studies Journal, vol. 0(2), pages 71-78.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Annika Härenstam & Anders Pousette & Erik Berntson, 2022. "Improving organizational and working conditions for managers in the Swedish public sector: A conceptual model and evaluation of interventions," Economic and Industrial Democracy, Department of Economic History, Uppsala University, Sweden, vol. 43(1), pages 72-97, February.
    2. Bennetts, Shannon K & Love, Jasmine & Bennett, Clair & Burgemeister, Fiona & Westrupp, Elizabeth M & Hackworth, Naomi J & Mensah, Fiona K & Levickis, Penny & Nicholson, Jan M, 2023. "Do neighbourhoods influence how parents and children interact? Direct observations of parent–child interactions within a large Australian study," Children and Youth Services Review, Elsevier, vol. 146(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Bai, Wensong & Holmström-Lind, Christine & Johanson, Martin, 2018. "Leveraging networks, capabilities and opportunities for international success: A study on returnee entrepreneurial ventures," Scandinavian Journal of Management, Elsevier, vol. 34(1), pages 51-62.
    2. repec:ers:journl:v:xx:y:2017:i:2b:p:365-378 is not listed on IDEAS
    3. Eric Gedajlovic & Michael Carney, 2010. "Markets, Hierarchies, and Families: Toward a Transaction Cost Theory of the Family Firm," Entrepreneurship Theory and Practice, , vol. 34(6), pages 1145-1172, November.
    4. Srivastava, Mohit & Moser, Roger & Hartmann, Evi, 2018. "The networking behavior of Indian executives under environmental uncertainty abroad: An exploratory analysis," Journal of Business Research, Elsevier, vol. 82(C), pages 230-245.
    5. Makka Alaudinovna Khamatkhanova & Guzeliya Faridovna Khusnutdinova, 2017. "The Characteristics of the Formation of Income of Multi-Child Households under Conditions of a Financial Crisis," European Research Studies Journal, European Research Studies Journal, vol. 0(2B), pages 364-377.
    6. Mark K. Fiegener, 2010. "Locus of Ownership and Family Involvement in Small Private Firms," Journal of Management Studies, Wiley Blackwell, vol. 47(2), pages 296-321, March.
    7. Toru Yoshikawa & Abdul A. Rasheed, 2010. "Family Control and Ownership Monitoring in Family‐Controlled Firms in Japan," Journal of Management Studies, Wiley Blackwell, vol. 47(2), pages 274-295, March.
    8. Lee, Ruby P. & Johnson, Jean L. & Grewal, Rajdeep, 2008. "Understanding the antecedents of collateral learning in new product alliances," International Journal of Research in Marketing, Elsevier, vol. 25(3), pages 192-200.
    9. Shaker A. Zahra, 2010. "Harvesting Family Firms' Organizational Social Capital: A Relational Perspective," Journal of Management Studies, Wiley Blackwell, vol. 47(2), pages 345-366, March.
    10. Elitsa R. Banalieva & Kimberly A. Eddleston & Thomas M. Zellweger, 2015. "When do family firms have an advantage in transitioning economies? Toward a dynamic institution-based view," Strategic Management Journal, Wiley Blackwell, vol. 36(9), pages 1358-1377, September.
    11. Carney, Michael & Duran, Patricio & van Essen, Marc & Shapiro, Daniel, 2017. "Family firms, internationalization, and national competitiveness: Does family firm prevalence matter?," Journal of Family Business Strategy, Elsevier, vol. 8(3), pages 123-136.
    12. Alfredo De Massis & Josip Kotlar & Pietro Mazzola & Tommaso Minola & Salvatore Sciascia, 2018. "Conflicting Selves: Family Owners' Multiple Goals and Self-Control Agency Problems in Private Firms," Entrepreneurship Theory and Practice, , vol. 42(3), pages 362-389, May.
    13. Reema Frooghi & Zaki Rashidi, 2019. "Does Value Co-Creation Impacts Customer Loyalty And Repurchase Intention," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 15(1), pages 15-11.
    14. Reema Frooghi & Zaki Rashidi, 2019. "Does Value Co-Creation Impacts Customer Loyalty And Repurchase Intention," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 15(1), pages 1-18.
    15. Xiao Wei & Ling Chen, 2022. "Dispersion of Family Ownership and Innovation Input in Family Firms," Sustainability, MDPI, vol. 14(14), pages 1-20, July.
    16. Justin Tan & Hongjuan Zhang & Liang Wang, 2015. "Network Closure or Structural Hole? The Conditioning Effects of Network–Level Social Capital on Innovation Performance," Entrepreneurship Theory and Practice, , vol. 39(5), pages 1189-1212, September.
    17. De Massis, Alfredo & Kotlar, Josip & Campopiano, Giovanna & Cassia, Lucio, 2013. "Dispersion of family ownership and the performance of small-to-medium size private family firms," Journal of Family Business Strategy, Elsevier, vol. 4(3), pages 166-175.
    18. James J. Chrisman & Esra Memili & Kaustav Misra, 2014. "Nonfamily Managers, Family Firms, and the Winner's Curse: The Influence of Noneconomic Goals and Bounded Rationality," Entrepreneurship Theory and Practice, , vol. 38(5), pages 1-25, September.
    19. Lucia Naldi & Carmelo Cennamo & Guido Corbetta & Luis Gomez–Mejia, 2013. "Preserving Socioemotional Wealth in Family Firms: Asset or Liability? The Moderating Role of Business Context," Entrepreneurship Theory and Practice, , vol. 37(6), pages 1341-1360, November.
    20. Weiping Liu & Haibin Yang & Guangxi Zhang, 2012. "Does family business excel in firm performance? An institution-based view," Asia Pacific Journal of Management, Springer, vol. 29(4), pages 965-987, December.
    21. Huan Zou & Xiaoyun Chen & Pervez Ghauri, 2010. "Antecedents and consequences of new venture growth strategy: An empirical study in China," Asia Pacific Journal of Management, Springer, vol. 27(3), pages 393-421, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ers:journl:v:xx:y:2017:i:3a:p:354-370. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Marios Agiomavritis (email available below). General contact details of provider: https://ersj.eu/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.