Understanding how the relationships between subcontractors and customers change as the formers’ capabilities evolve is a crucial aspect to gain new insights about subcontractors’ competitive advantage. This paper investigates the relationship between the evolution of subcontractors’ capabilities and the profile of their customer relationships portfolio. In particular we focus on two subcontractors’ capabilities: design and marketing capabilities. We study the customers’ relationships’ portfolio of 62 subcontractors located in the mechanical industrial district of Pordenone (North East of Italy). Several research propositions linking subcontractors’ capabilities with the profile of their customers relationship portfolios are advanced. Academic and managerial implications are drawn and discussed.

Internationalization, marketing capabilities and the evolution of Italian subcontractors

BORTOLUZZI, GUIDO;
2006-01-01

Abstract

Understanding how the relationships between subcontractors and customers change as the formers’ capabilities evolve is a crucial aspect to gain new insights about subcontractors’ competitive advantage. This paper investigates the relationship between the evolution of subcontractors’ capabilities and the profile of their customer relationships portfolio. In particular we focus on two subcontractors’ capabilities: design and marketing capabilities. We study the customers’ relationships’ portfolio of 62 subcontractors located in the mechanical industrial district of Pordenone (North East of Italy). Several research propositions linking subcontractors’ capabilities with the profile of their customers relationship portfolios are advanced. Academic and managerial implications are drawn and discussed.
2006
subcontractors; internationalization; SME; suppliers
File in questo prodotto:
Non ci sono file associati a questo prodotto.
Pubblicazioni consigliate

I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.

Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11368/2310253
 Avviso

Registrazione in corso di verifica.
La registrazione di questo prodotto non è ancora stata validata in ArTS.

Citazioni
  • ???jsp.display-item.citation.pmc??? ND
  • Scopus ND
  • ???jsp.display-item.citation.isi??? ND
social impact