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

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

Research output: Contribution to journalArticle

6 Citations (Scopus)

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.

LanguageEnglish
Pages3576-3583
Number of pages8
JournalJournal of Business Research
Volume69
Issue number9
Early online date2 Feb 2016
DOIs
Publication statusPublished - 1 Sep 2016

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Sales growth
Industry
Qualitative comparative analysis
Fuzzy sets
Causality
Factors
Manufacturing firms
Structural equation modeling
Service firms
Mixed methods

Cite this

Leischnig, Alexander ; Henneberg, Stephan C. ; Thornton, Sabrina C. / Net versus combinatory effects of firm and industry antecedents of sales growth. In: Journal of Business Research. 2016 ; Vol. 69, No. 9. pp. 3576-3583.
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Net versus combinatory effects of firm and industry antecedents of sales growth. / Leischnig, Alexander; Henneberg, Stephan C.; Thornton, Sabrina C.

In: Journal of Business Research, Vol. 69, No. 9, 01.09.2016, p. 3576-3583.

Research output: Contribution to journalArticle

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