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.
| Language | English |
|---|---|
| Pages | 3576-3583 |
| Number of pages | 8 |
| Journal | Journal of Business Research |
| Volume | 69 |
| Issue number | 9 |
| Early online date | 2 Feb 2016 |
| DOIs | |
| Publication status | Published - 1 Sep 2016 |
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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 journal › Article
TY - JOUR
T1 - Net versus combinatory effects of firm and industry antecedents of sales growth
AU - Leischnig, Alexander
AU - Henneberg, Stephan C.
AU - Thornton, Sabrina C.
PY - 2016/9/1
Y1 - 2016/9/1
N2 - 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.
AB - 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.
KW - FsQCA
KW - Mixed-method approach
KW - PLS-SEM
KW - Sales growth
UR - http://www.scopus.com/inward/record.url?scp=84956609482&partnerID=8YFLogxK
U2 - 10.1016/j.jbusres.2016.01.005
DO - 10.1016/j.jbusres.2016.01.005
M3 - Article
VL - 69
SP - 3576
EP - 3583
JO - Journal of Business Research
T2 - Journal of Business Research
JF - Journal of Business Research
SN - 0148-2963
IS - 9
ER -