MARKET INFORMATION ACCESSIBILITY AND SUCCESSFUL COLLABORATION INNOVATION: MEDIATION EFFECT ON START-UPS SALES GROWTH

Authors

  • Herning Indriastuti Universitas Mulawarman, Samarinda, Indonesia
  • Robiansyah Universitas Mulawarman, Samarinda, Indonesia
  • Hairul Anwar Universitas Mulawarman, Samarinda, Indonesia

DOI:

https://doi.org/10.33736/ijbs.6398.2023

Keywords:

Network Competence, Market Information Accessibility, Successful Collaboration Innovation, Sales Growth, Start-Up

Abstract

Several people turned or changed to entrepreneurs and established start-ups during COVID-19. Limited access allows them to use the network competence and access market information to improve sales growth. Therefore, this research aims to contribute to a conceptual model of market information accessibility and successful collaboration innovation to ensure start-ups achieve superior sales growth. The analysis results with SEM-AMOS using the normality test resulted in 192 start-ups in Indonesia from the initial data of 280. The results showed that the level of suitability (significant) meets all the requirements and supports the hypothesis. However, market information accessibility and successful collaboration innovation play an important role in mediating the relationship between network competence and sales growth. This research contributes to the body of knowledge in the development of relational marketing theory. Moreover, start-ups’ actors need fast adaptation because their business lasts longer by seeking access to information and collaboration innovation.

References

Ahuja, G. (2000). Collaboration networks, structural holes, and innovation: A longitudinal study. Administrative Science Quarterly, 45(3), 425-455. https://doi.org/10.2307/2667105

https://doi.org/10.2307/2667105

Aleksić, D., Rangus, K., & Slavec Gomezel, A. (2021). Microfoundations of SME open innovation: the role of help, knowledge sharing and hiding. European Journal of Innovation Management, 25(6), 178-203. https://doi.org/10.1108/EJIM-10-2020-0411

https://doi.org/10.1108/EJIM-10-2020-0411

Amentie, C., Sogbossi, B., & Amoussouga, F. (2017). Does Market Information Processing Improve Product Innovation Success of Small and Medium Enterprises? Business and Economics Journal, 08(02). https://doi.org/10.4172/2151-6219.1000298

https://doi.org/10.4172/2151-6219.1000298

Ardyan, E. (2016). Market sensing capability and SMEs performance: The mediating role of product Innovativeness Success. DLSU Business and Economics Review, 25(2), 79-97 Awang, A. B., Said Asghar, A. R. B., & Subari, K. A. B. (2010). Study of Distinctive Capabilities and Entrepreneurial Orientation on Return on Sales among Small and Medium Agro-Based Enterprises (SMAEs) in Malaysia. International Business Research, 3(2), 34-48. https://doi.org/10.5539/ibr.v3n2p34

https://doi.org/10.5539/ibr.v3n2p34

Baker, W. E., & Sinkula, J. M. (2005). Environmental marketing strategy and firm performance: Effects on new product performance and market share. Journal of the Academy of Marketing Science, 33(4), 461-475. https://doi.org/10.1177/0092070305276119

https://doi.org/10.1177/0092070305276119

Barney, J. (2001). Is The Resource-Based "View" A Useful Perspective For Strategic Management research ? Yes. Academy of Management Review, 26(1), 41-55.

https://doi.org/10.2307/259393

Cenamor, J., Parida, V., & Wincent, J. (2019). How entrepreneurial SMEs compete through digital platforms: The roles of digital platform capability, network capability and ambidexterity. Journal of Business Research, 100(March), 196-206. https://doi.org/10.1016/j.jbusres.2019.03.035

https://doi.org/10.1016/j.jbusres.2019.03.035

Charoenwiriyakul, C., & Suntornwanawesshaw, W. (2019). The individual, network, and collaborative competencies and investment in strategic partnership as antecedents of the overall performance of a supply chain network. International Journal of Innovation, Creativity and Change, 7(2), 366-385.

Chierici, R., Tortora, D., Del Giudice, M., & Quacquarelli, B. (2020). Strengthening digital collaboration to enhance social innovation capital: an analysis of Italian small innovative enterprises. Journal of Intellectual Capital, 22(3), 610-632. https://doi.org/10.1108/JIC-02-2020-0058

https://doi.org/10.1108/JIC-02-2020-0058

Cillo, P., De Luca, L. M., & Troilo, G. (2010). Market information approaches, product innovativeness, and firm performance: An empirical study in the fashion industry. Research Policy, 39(9), 1242-1252. https://doi.org/10.1016/j.respol.2010.06.004

https://doi.org/10.1016/j.respol.2010.06.004

Connell, J., & Voola, R. (2007). Strategic alliances and knowledge sharing: Synergies or silos? Journal of Knowledge Management, 11(3), 52-66. https://doi.org/10.1108/13673270710752108

https://doi.org/10.1108/13673270710752108

Czakon, W. (2009). Relational Capability of Organizations-Theoritical Advances. Journal of Economic & Management, 5, 48-65.

Eisenhardt, K. M., & Martin, J. A. (2019). Dynamic capabilities. European Business Review, 31(1), 25-63. https://doi.org/10.1108/ebr-03-2018-0060

https://doi.org/10.1108/EBR-03-2018-0060

Ferreira, A. I., Braun, T., Carvalho, H., Abrantes, A. C. M., & Sydow, J. (2022). Networking to death: on the dark side of start-ups' external networking. International Journal of Entrepreneurial Behaviour and Research, 28(9), 289-310. https://doi.org/10.1108/IJEBR-08-2021-0673

https://doi.org/10.1108/IJEBR-08-2021-0673

Ganjeh, Y. M., Khani, N., & Tabriz, A. A. (2020). The relationship between networking capability and commercialisation performance by considering the role of dimensions of network structure. International Journal of Business Innovation and Research, 22(1), 47-68. https://doi.org/10.1504/IJBIR.2020.107087

https://doi.org/10.1504/IJBIR.2020.107087

Gelderman, C. J., Semeijn, J., Ter Avest, F., & Peeters, E. (2020). Social capital, power and information sharing - evidence from the Dutch meat processing industry. British Food Journal, 122(11), 3343-3360. https://doi.org/10.1108/BFJ-08-2019-0607

https://doi.org/10.1108/BFJ-08-2019-0607

Hendrayati, H., & Gaffar, V. (2016). Innovation and Marketing Performance of Womenpreneur in Fashion Industry in Indonesia. Procedia - Social and Behavioral Sciences, 219, 299-306. https://doi.org/10.1016/j.sbspro.2016.04.034

https://doi.org/10.1016/j.sbspro.2016.04.034

Heng, L., Ferdinand, A. T., Afifah, N., & Ramadania, R. (2020). Service Innovation Capability For Enhancing Marketing Performance : an SDL Perpectives. Business: Theory and Practice, 21(2), 623-632. https://doi.org/https://doi.org/10.3846/btp.2020.12163

https://doi.org/10.3846/btp.2020.12163

Human, G., & Naudé, P. (2009). Exploring the relationship between network competence, network capability, and firm performance: a resource based perspective in an emerging economy. Management Dynamics, 18(1), 2-14. Retrieved from http://ezproxy.utas.edu.au/login?url=http://search.proquest.com/?url=http://search.proquest.com/docview/200272051?accountid=14245%5Cnhttp://rk9dr6cc2p.search.serialssolutions.com/?&genre=article&sid=ProQ:&atitle=Exploring the relationship betw

Jian, Z., & Wang, C. (2013). The impacts of network competence, knowledge sharing on service innovation performance: Moderating role of relationship quality Abstract: Purpose: To examine how network competence , knowledge sharing and relationship quality. Journal of Industrial Engineering and Management JIEM, 6(1), 25-49.

https://doi.org/10.3926/jiem.659

Kale, P., Singh, H., & Perlmutter, H. (2000). Learning and protection of proprietary assets in strategic alliances: Building relational capital. Strategic Management Journal, 21(3), 217-237. https://doi.org/10.1002/(SICI)1097-0266(200003)21:3<217::AID-SMJ95>3.0.CO;2-Y

https://doi.org/10.1002/(SICI)1097-0266(200003)21:3<217::AID-SMJ95>3.0.CO;2-Y

Kohli, A. K., & Jaworski, B. J. (1990). Market Orientation : The. Journal of Marketing, 54(April), 1-18.

https://doi.org/10.1177/002224299005400201

Kumar, R., Singh, R. K., & Shankar, R. (2016). Study on collaboration and information sharing practices for SCM in Indian SME. International Journal of Business Information Systems, 22(4), 455-475. https://doi.org/10.1504/IJBIS.2016.077838

https://doi.org/10.1504/IJBIS.2016.077838

Li, C., Li, H., Suomi, R., & Liu, Y. (2021). Knowledge sharing in online smoking cessation communities: a social capital perspective. Internet Research, 32(7), 111-138. https://doi.org/10.1108/INTR-03-2020-0113

https://doi.org/10.1108/INTR-03-2020-0113

McGrath, H., Medlin, C. J., & O'Toole, T. (2019). A process-based model of network capability development by a start-up firm. Industrial Marketing Management, 80(December 2015), 214-227. https://doi.org/10.1016/j.indmarman.2017.11.011

https://doi.org/10.1016/j.indmarman.2017.11.011

McNally, R. C., Cavusgil, E., & Calantone, R. J. (2010). Product innovativeness dimensions and their relationships with product advantage, product financial performance, and project protocol. Journal of Product Innovation Management, 27(7), 991-1006. https://doi.org/10.1111/j.1540-5885.2010.00766.x

https://doi.org/10.1111/j.1540-5885.2010.00766.x

Mitrega, M., Ramos, C., Forkman, S., & Henneberg, S. C. (2012). Networking Capability, Networking outcomes, and Company Performance: A Nomological Model Including Moderation Effects. Industrial Marketing Management, 41(5), 739-751.

https://doi.org/10.1016/j.indmarman.2012.06.002

Mu, J. (2014). Networking Capability, Network Structure, and New. IEEE Transactions on Engineering Management, 61(4), 599-609.

https://doi.org/10.1109/TEM.2014.2359160

Nuryakin, Aryanto, V. D. W., & Setiawan, M. B. (2018). Mediating effect of value creation in the relationship between relational capabilities on business performance. Contaduria y Administracion, 63(1), 1-21. https://doi.org/10.22201/fca.24488410e.2018.1178

https://doi.org/10.22201/fca.24488410e.2018.1178

Nuryakin, N. (2020). Exploring SMEs Marketing Performance Through Networking Capacity and Relational Capability. Asia Pacific Management and Business Application, 009(02), 137-150. https://doi.org/10.21776/ub.apmba.2020.009.02.5

https://doi.org/10.21776/ub.apmba.2020.009.02.5

Nuryakin, Retno Widowati, P. A., & Fatmawati, I. (2018). Network advantage: Mediating effect on business performance. Scientific Annals of Economics and Business, 65(4), 443-457. https://doi.org/10.2478/saeb-2018-0026

https://doi.org/10.2478/saeb-2018-0026

Nuryakin, Widayanti, R., Damayanti, R., & Susanto. (2021). The importance of market information accessibility to enhancing SMEs Indonesian superior financial performance. International Journal of Business Innovation and Research, 25(1), 1-18. https://doi.org/10.1504/IJBIR.2021.115010 Omar, R., Lo, M.-C., Tan, Y. S., & Siron, R. (2010). Information sharing, information quality and usage of information technology (IT) tools in Malaysian organizations Islamic perspective of talent management View project. African Journal of Business Management, 4(12), 2487-2499. Retrieved from http://www.academicjournals.org/AJBM

https://doi.org/10.1504/IJBIR.2021.115010

Ozer, M., Demirkan, I., & Gokalp, O. N. (2013). Collaboration networks and innovation: does corporate lobbying matter? Journal of Strategy and Management, 6(3), 286-308. https://doi.org/10.1108/JSMA-01-2013-0009

https://doi.org/10.1108/JSMA-01-2013-0009

Parida, V., Pesämaa, O., Wincent, J., & Westerberg, M. (2017). Network capability, innovativeness, and performance: a multidimensional extension for entrepreneurship. Entrepreneurship and Regional Development, 29(1-2), 94-115. https://doi.org/10.1080/08985626.2016.1255434

https://doi.org/10.1080/08985626.2016.1255434

Peemanee, J. (2022). The Effect of Network and Innovation Capabilities on Perfomance of Start up Business in Thailand. Academy of Strategic Management Journal, 21(2), 1-12.

Ren, S., Wang, L., Yang, W., & Wei, F. (2013). The effect of external network competence and intrafirm networks on a firm's innovation performance: The moderating influence of relational governance. Innovation: Management, Policy, and Practice, 15(1), 17-34. https://doi.org/10.5172/impp.2013.15.1.17

https://doi.org/10.5172/impp.2013.15.1.17

Ritter, M., & Gemunden, H. G. (2002). The Impact of a company's busines strategy on its technological competence, network competence and innovation success. Journal of Business Research, 5872(August), 1-10.

Rochiyati, M., Herning, I., & Jati, K. (2022). Information Accessibility and Market Responsiveness: The Mediating Relational Capability to Enhance Business Performance. Studies in Business and Economics, 17(1), 41-51. https://doi.org/10.2478/sbe-2022-0003

https://doi.org/10.2478/sbe-2022-0003

Royo-Vela, M., Amezquita Salazar, J. C., & Puig Blanco, F. (2022). Market orientation in service clusters and its effect on the marketing performance of SMEs. European Journal of Management and Business Economics, 31(1), 1-21. https://doi.org/10.1108/EJMBE-12-2019-0216

https://doi.org/10.1108/EJMBE-12-2019-0216

Sayekti, T. I., & Soliha, E. (2016). Competitiveness, Marketing Access, Network Capability And Its. Jurnal Dinamika Manajemen, 7(2), 206-216.

https://doi.org/10.15294/jdm.v7i2.8203

Setiawan, A. I., & Hanfan, A. (2017). Elaborating the role of network synergy capacity as a supplier's alternative terminal for achieving marketing performance. International Journal of Business and Society, 18(2), 245-262. https://doi.org/10.33736/ijbs.481.2017

https://doi.org/10.33736/ijbs.481.2017

Shah, H. A., Yasir, M., Majid, A., & Javed, A. (2019). Impact of networking capability on organizational survival of SMEs: Mediating role of strategic renewal. Pakistan Journal of Commerce and Social Science, 13(3), 559-580.

Sharma, A., & Sheth, J. N. (1997). Relationship marketing An Agenda for Inquiry. Industrial Marketing Management, 26, 87-89. https://doi.org/10.4324/9780429203916-25

https://doi.org/10.4324/9780429203916-25

Sheth, J. N., & Atul Parvatiyar. (2002). Relationship Marketing in the New Economy. Journal of Relationship Marketing, 1(1), 37-57. https://doi.org/10.1300/J366v01n01_04

https://doi.org/10.1300/J366v01n01_04

Sin, L. Y. M., Tse, A. C. B., Yau, O. H. M., Chow, R. P. M., & Lee, J. S. Y. (2005). Market orientation, relationship marketing orientation, and business performance: The moderating effects of economic ideology and industry type. Journal of International Marketing, 13(1), 36-57. https://doi.org/10.1509/jimk.13.1.36.58538

https://doi.org/10.1509/jimk.13.1.36.58538

Slater, S. F., & Narver, J. C. (1994). Market orientation, customer value, and superior performance. Business Horizons, 37(2), 22-28. https://doi.org/10.1016/0007-6813(94)90029-9

https://doi.org/10.1016/0007-6813(94)90029-9

Slater, S. F., & Narver, J. C. (2000). The Positive Effect of a Market Orientation on Business Profitability: A Balanced Replication. Journal of Business Research, 48(1), 69-73. https://doi.org/10.1016/S0148-2963(98)00077-0

https://doi.org/10.1016/S0148-2963(98)00077-0

Smart, A., & Dudas, A. (2007). Developing a decision‐making framework for implementing purchasing synergy: a case study. International Journal of Physical Distribution & Logistics Management, 37(1), 64-89.

https://doi.org/10.1108/09600030710723327

Solano Acosta, A., Herrero Crespo, Á., & Collado Agudo, J. (2018). Effect of market orientation, network capability and entrepreneurial orientation on international performance of small and medium enterprises (SMEs). International Business Review, 27(6), 1128-1140. https://doi.org/10.1016/j.ibusrev.2018.04.004

https://doi.org/10.1016/j.ibusrev.2018.04.004

Sugiyarti, G., Ardyan, E., Surabaya, U. C., Effect, T., Action, O., & Approach, O. (2017). Market Sensing Capability and Product Innovation Advantages in Emerging Markets: The Case of Market Entry Quality and Marketing Performance of Batik Industry in Indonesia. (July).

Sulistyo, H., & Siyamtinah. (2016). Innovation capability of SMEs through entrepreneurship, marketing capability, relational capital, and empowerment. Asia Pacific Management Review, 21(4), 196-203. https://doi.org/10.1016/j.apmrv.2016.02.002

https://doi.org/10.1016/j.apmrv.2016.02.002

Terpend, R., Krause, D. R., & Dooley, K. J. (2011). Managing buyer-supplier relationships: Empirical patterns of strategy formulation in Industrial. Journal of Supply Chain Management, 47(1), 73-94.

https://doi.org/10.1111/j.1745-493X.2010.03215.x

Tsai, W., & Ghoshal, S. (1998). Social capital and value creation: The role of intrafirm networks. Academy of Management Journal, 41(4), 464-476. https://doi.org/10.2307/257085

https://doi.org/10.2307/257085

Zacca, R., Dayan, M., & Ahrens, T. (2015). Impact of network capability on small business performance. Management Decision, 53(1), 2-23. https://doi.org/10.1108/MD-11-2013-0587

https://doi.org/10.1108/MD-11-2013-0587

Downloads

Published

2023-12-26

How to Cite

Herning Indriastuti, Robiansyah, & Hairul Anwar. (2023). MARKET INFORMATION ACCESSIBILITY AND SUCCESSFUL COLLABORATION INNOVATION: MEDIATION EFFECT ON START-UPS SALES GROWTH. International Journal of Business and Society, 24(3), 1015–1029. https://doi.org/10.33736/ijbs.6398.2023