How to cite this paper
Febrian, A., Sukresna, I & Ghozali, I. (2020). Relational capital and marketing performance: The mediating role of SMEs networking in Indonesia.Management Science Letters , 10(14), 3405-3412.
Refrences
Abiola, I. (2013). Relational Capital and Business Performance of Female-Owned SMEs. Journal of Economics and Sustainable Development, 4(8). 2222-2855.
Archibugi, D., & Pianta, M. (1996). Measuring technological change though patents and innovation surveys. Technovation, 16(9), 451-468.
Atuahene–Gima, K., & Li, H. (2000). Marketing’s influence tactics in new product development: A study of high technology firms in China. Journal of Product Innovation Management, 17(6), 451-470.
Barney, J. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99.
Bendoly, E., Bharadwaj, A., & Bharadwaj, S. (2012). Complementary drivers of new product development performance: Cross‐functional coordination, information system capability, and intelligence quality. Production and Operations Management, 21(4), 653-667.
Blankson, C. (2005). Have small businesses adopted the market orientation concept? The case of small businesses in Michigan. Journal of Business & Industrial Marketing, 20(6), 317-330.
Blankson, C., & Stokes, D. (2002). Marketing practices in the UK small business sector. Marketing Intelligence & Planning, 20(1), 49-61.
Bontis, N. (1998). Intellectual capital: an exploratory study that develops measures and models. Management Decision, 36(2), 63-76.
Calantone, R. J., Cavusgil, S. T., & Zhao, Y. (2002). Learning orientation, firm innovation capability, and firm performance. Industrial marketing management, 31(6), 515-524.
Chakrabarty, S., Widing, R. E., & Brown, G. (2014). Selling behaviours and sales performance: The moderating and mediating effects of interpersonal mentalizing. Journal of Personal Selling & Sales Management, 34(2), 112-122.
Davis, P., & Love, P. (2011). Alliance contracting: adding value through relationship development. Engineering, Construction and Architectural Management, 18(5), 444-461.
Dutta, S., Narasimhan, O., & Rajiv, S. (1999). Success in high-technology markets: Is marketing capability critical?. Marketing science, 18(4), 547-568..
Eddleston, K. A., Baldridge, D. C., & Veiga, J. F. (2004). Toward modeling the predictors of managerial career success: does gender matter?. Journal of Managerial Psychology, 19(4), 360-385.
Eggert, A., & Serdaroglu, M. (2011). Exploring the impact of sales technology on salesperson performance: A task-base d approach. Journal of Marketing Theory and Practice, 19(2), 169-186.
Flaherty, K. E., & Pappas, J. M. (2012). Control mechanisms, idea transfer, and performance in sales organizations. Industrial Marketing Management, 41(5), 841-848.
Florin, J., Lubatkin, M., & Schulze, W. (2003). A social capital model of high-growth ventures. Academy of Management Journal, 46(3), 374-384.
Gao, G. Y., Zhou, K. Z., & Yim, C. K. B. (2007). On what should firms focus in transitional economies? A study of the contingent value of strategic orientations in China. International Journal of Research in Marketing, 24(1), 3-15.
García-Muiña, F. E., & Navas-López, J. E. (2007). Explaining and measuring success in new business: The effect of technological capabilities on firm results. Technovation, 27(1-2), 30-46.
Gathungu, J. M., Aiko, D. M., & Machuki, V. N. (2014). Entrepreneurial orientation, networking, external environment, and firm performance: A critical literature review. European Scientific Journal, 10(7), 335–357.
Gatignon, H., & Xuereb, J. M. (1997). Strategic orientation of the firm and new product performance. Journal of Marketing Research, 34(1), 77-90.
Gilmore, A., Carson, D., Grant, K., Pickett, B., & Laney, R. (2000). Managing strategic change in small and medium‐sized enterprises: how do owner‐managers hand over their networks?. Strategic Change, 9(7), 415-426.
Gilmore, A., Carson, D., & Rocks, S. (2006). Networking in SMEs: Evaluating its contribution to marketing activity. International Business Review, 15(3), 278-293.
Guenzi, P., Baldauf, A., & Panagopoulos, N. G. (2014). The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness. Industrial Marketing Management, 43(5), 786-800.
Guifu, G., & Hongjia, M. (2009, December). Technologcial capabilities and firm upgrading: An empirical study of high-tech firms. In 2009 International Conference on Information Management, Innovation Management and Industrial Engineering (Vol. 2, pp. 452-456). IEEE.
Gurrieri, A. R. (2013). Networking entrepreneurs. The Journal of Socio-Economics, 47, 193-204..
Hall, L. A., & Bagchi-Sen, S. (2002). A study of R&D, innovation, and business performance in the Canadian biotechnology industry. Technovation, 22(4), 231-244.
Havnes, P. A., & Senneseth, K. (2001). A panel study of firm growth among SMEs in networks. Small Business Economics, 16(4), 293-302.
Hormiga, E., Batista-Canino, R. M., & Sánchez-Medina, A. (2011). The role of intellectual capital in the success of new ventures. International Entrepreneurship and Management Journal, 7(1), 71-92.
Hormiga, E., Batista‐Canino, R. M., & Sánchez‐Medina, A. (2011). The impact of relational capital on the success of new business start‐ups. Journal of Small Business Management, 49(4), 617-638.
Im, G., & Rai, A. (2008). Knowledge sharing ambidexterity in long-term interorganizational relationships. Management science, 54(7), 1281-1296.
Jin, J., & Von Zedtwitz, M. (2008). Technological capability development in China's mobile phone industry. Technovation, 28(6), 327-334.
Kale, P., Dyer, J. H., & Singh, H. (2002). Alliance capability, stock market response, and long‐term alliance success: the role of the alliance function. Strategic management journal, 23(8), 747-767.
Kara, A., Spillan, J. E., & DeShields, O. W. (2005). The effect of a market orientation on business performance: a study of small‐sized service retailers using MARKOR scale. Journal of small business management, 43(2), 105-118.
Kaynak, E., & Kara, A. (2004). Market orientation and organizational performance: A comparison of industrial versus consumer companies in mainland China using market orientation scale (MARKOR). Industrial Marketing Management, 33(8), 743-753.
Kearney, S., & Abdul-Nour, G. (2004). SME and quality performance in networking environment. Computers & Industrial Engineering, 46(4), 905-909.
Kim, L. (1999). Building technological capability for industrialization: analytical frameworks and Korea's experience. Industrial and corporate change, 8(1), 111-136.
Kim, L. (2001). The dynamics of technological learning in industrialisation. International Social Science Journal, 53(168), 297-308.
Lall, S. (1992). Technological capabilities and industrialization. World development, 20(2), 165-186.
Langerak, F. (2003). The effect of market orientation on positional advantage and organizational performance. Journal of strategic marketing, 11(2), 93-115.
Li-Hua, R., & Lu, L. (2013). Technology strategy and sustainability of business. Journal of Technology Management in China, 8(2), 62-82.
Liu, C. M., Lin, K. W., & Huang, C. J. (2014). Effects of product development on operating performance in textile industry. The Anthropologist, 17(1), 157-163..
Lo, S. C. (2012). A study of relationship marketing on customer satisfaction. Journal of Social Sciences, 8(1), 91.
Mariadoss, B. J., Milewicz, C., Lee, S., & Sahaym, A. (2014). Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage. Industrial Marketing Management, 43(1), 136-145.
Mishra, A. A., & Shah, R. (2009). In union lies strength: Collaborative competence in new product development and its performance effects. Journal of Operations Management, 27(4), 324-338.
Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38.
Nahapiet, J., & Ghoshal, S. (1998). Social capital, intellectual capital, and the organizational advantage. Academy of Management Review, 23(2), 242-266.
Panda, H., & Ramanathan, K. (1996). Technological capability assessment of a firm in the electricity sector. Technovation, 16(10), 561-588.
Peña, I. (2002). Knowledge networks as part of an integrated knowledge management approach. Journal of Knowledge Management, 6(5), 469.
Raza, A. (2012). Impact of relational capital management on firm performance. Abasyn Journal of Social Sciences, 6(1).
Roy, M. (2012). Impact of Formal Networking on SMEs: A Study of Sampled Small Firms in West Bengal. Globsyn Management Journal, 6(1).
Schoenecker, T., & Swanson, L. (2002). Indicators of firm technological capability: validity and performance implications. IEEE Transactions on Engineering Management, 49(1), 36-44.
Shruthi, V. K., & Devaraja, T.S. (2012). Customer relationship management as a potential tool for sustained competitive advantage: A study on Indian it industry. International Journal of Research in Finance & Marketing, 2(11).
Širec, K., & Bradač, B. (2009). How does Networking Impact the SMEs Growth. Organizacija, 42(2).
Spillecke, S. B., & Brettel, M. (2013). The impact of sales management controls on the entrepreneurial orientation of the sales department. European Management Journal, 31(4), 410-422..
Sveiby, K. E. (1997). The New Organizational Wealth: Managing and Measuring Knowledge-Based Assets. New York, NY., Berrett-Koehler.
Utterback, J. M., Allen, T. J., Holloman, J. H., & Sirbu, M. A. (1976). The process of innovation in five industries in Europe and Japan. IEEE Transaction on Engineering Management, 23(1), 3-9.
Van Laere, K. (2003). Social networks as a source of competitive advantage for the firm. Journal of Workplace Learning, 15(6), 248-258.
Wang, C.-H. (2014). How relational capital mediates the effect of corporate reputation on competitive advantage: Evidence from Taiwan high-tech industry. Technological Forecasting and Social Change, 82, 167-176.
Aral, S., & Weill, P. (2007). IT assets, organizational capabilities, and firm performance: How resource allocations and organizational differences explain performance variation. Organization Science, 18(5), 763-780..
Welbourne, T. M., & Pardo-del-Val, M. (2009). Relational capital: strategic advantage for small and medium-size enterprises (SMEs) through negotiation and collaboration. Group Decision and Negotiation, 18(5), 483-497.
Westlund, H. (2003, March). Implications of social capital for business in the knowledge economy: theoretical considerations. In International Forum on Economic Implication of Social Capital “, held by the Economic and Social Research Institute, Cabinet Office, Japan, in Tokyo on (Vol. 24).
Zawislak, P. A., Cherubini Alves, A., Tello-Gamarra, J., Barbieux, D., & Reichert, F. M. (2012). Innovation capability: from technology development to transaction capability. Journal of technology management & innovation, 7(2), 14-27.
Zhou, K. Z., Yim, C. K., & Tse, D. K. (2005). The effects of strategic orientations on technology-and market-based breakthrough innovations. Journal of Marketing, 69(2), 42-60.
Archibugi, D., & Pianta, M. (1996). Measuring technological change though patents and innovation surveys. Technovation, 16(9), 451-468.
Atuahene–Gima, K., & Li, H. (2000). Marketing’s influence tactics in new product development: A study of high technology firms in China. Journal of Product Innovation Management, 17(6), 451-470.
Barney, J. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99.
Bendoly, E., Bharadwaj, A., & Bharadwaj, S. (2012). Complementary drivers of new product development performance: Cross‐functional coordination, information system capability, and intelligence quality. Production and Operations Management, 21(4), 653-667.
Blankson, C. (2005). Have small businesses adopted the market orientation concept? The case of small businesses in Michigan. Journal of Business & Industrial Marketing, 20(6), 317-330.
Blankson, C., & Stokes, D. (2002). Marketing practices in the UK small business sector. Marketing Intelligence & Planning, 20(1), 49-61.
Bontis, N. (1998). Intellectual capital: an exploratory study that develops measures and models. Management Decision, 36(2), 63-76.
Calantone, R. J., Cavusgil, S. T., & Zhao, Y. (2002). Learning orientation, firm innovation capability, and firm performance. Industrial marketing management, 31(6), 515-524.
Chakrabarty, S., Widing, R. E., & Brown, G. (2014). Selling behaviours and sales performance: The moderating and mediating effects of interpersonal mentalizing. Journal of Personal Selling & Sales Management, 34(2), 112-122.
Davis, P., & Love, P. (2011). Alliance contracting: adding value through relationship development. Engineering, Construction and Architectural Management, 18(5), 444-461.
Dutta, S., Narasimhan, O., & Rajiv, S. (1999). Success in high-technology markets: Is marketing capability critical?. Marketing science, 18(4), 547-568..
Eddleston, K. A., Baldridge, D. C., & Veiga, J. F. (2004). Toward modeling the predictors of managerial career success: does gender matter?. Journal of Managerial Psychology, 19(4), 360-385.
Eggert, A., & Serdaroglu, M. (2011). Exploring the impact of sales technology on salesperson performance: A task-base d approach. Journal of Marketing Theory and Practice, 19(2), 169-186.
Flaherty, K. E., & Pappas, J. M. (2012). Control mechanisms, idea transfer, and performance in sales organizations. Industrial Marketing Management, 41(5), 841-848.
Florin, J., Lubatkin, M., & Schulze, W. (2003). A social capital model of high-growth ventures. Academy of Management Journal, 46(3), 374-384.
Gao, G. Y., Zhou, K. Z., & Yim, C. K. B. (2007). On what should firms focus in transitional economies? A study of the contingent value of strategic orientations in China. International Journal of Research in Marketing, 24(1), 3-15.
García-Muiña, F. E., & Navas-López, J. E. (2007). Explaining and measuring success in new business: The effect of technological capabilities on firm results. Technovation, 27(1-2), 30-46.
Gathungu, J. M., Aiko, D. M., & Machuki, V. N. (2014). Entrepreneurial orientation, networking, external environment, and firm performance: A critical literature review. European Scientific Journal, 10(7), 335–357.
Gatignon, H., & Xuereb, J. M. (1997). Strategic orientation of the firm and new product performance. Journal of Marketing Research, 34(1), 77-90.
Gilmore, A., Carson, D., Grant, K., Pickett, B., & Laney, R. (2000). Managing strategic change in small and medium‐sized enterprises: how do owner‐managers hand over their networks?. Strategic Change, 9(7), 415-426.
Gilmore, A., Carson, D., & Rocks, S. (2006). Networking in SMEs: Evaluating its contribution to marketing activity. International Business Review, 15(3), 278-293.
Guenzi, P., Baldauf, A., & Panagopoulos, N. G. (2014). The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness. Industrial Marketing Management, 43(5), 786-800.
Guifu, G., & Hongjia, M. (2009, December). Technologcial capabilities and firm upgrading: An empirical study of high-tech firms. In 2009 International Conference on Information Management, Innovation Management and Industrial Engineering (Vol. 2, pp. 452-456). IEEE.
Gurrieri, A. R. (2013). Networking entrepreneurs. The Journal of Socio-Economics, 47, 193-204..
Hall, L. A., & Bagchi-Sen, S. (2002). A study of R&D, innovation, and business performance in the Canadian biotechnology industry. Technovation, 22(4), 231-244.
Havnes, P. A., & Senneseth, K. (2001). A panel study of firm growth among SMEs in networks. Small Business Economics, 16(4), 293-302.
Hormiga, E., Batista-Canino, R. M., & Sánchez-Medina, A. (2011). The role of intellectual capital in the success of new ventures. International Entrepreneurship and Management Journal, 7(1), 71-92.
Hormiga, E., Batista‐Canino, R. M., & Sánchez‐Medina, A. (2011). The impact of relational capital on the success of new business start‐ups. Journal of Small Business Management, 49(4), 617-638.
Im, G., & Rai, A. (2008). Knowledge sharing ambidexterity in long-term interorganizational relationships. Management science, 54(7), 1281-1296.
Jin, J., & Von Zedtwitz, M. (2008). Technological capability development in China's mobile phone industry. Technovation, 28(6), 327-334.
Kale, P., Dyer, J. H., & Singh, H. (2002). Alliance capability, stock market response, and long‐term alliance success: the role of the alliance function. Strategic management journal, 23(8), 747-767.
Kara, A., Spillan, J. E., & DeShields, O. W. (2005). The effect of a market orientation on business performance: a study of small‐sized service retailers using MARKOR scale. Journal of small business management, 43(2), 105-118.
Kaynak, E., & Kara, A. (2004). Market orientation and organizational performance: A comparison of industrial versus consumer companies in mainland China using market orientation scale (MARKOR). Industrial Marketing Management, 33(8), 743-753.
Kearney, S., & Abdul-Nour, G. (2004). SME and quality performance in networking environment. Computers & Industrial Engineering, 46(4), 905-909.
Kim, L. (1999). Building technological capability for industrialization: analytical frameworks and Korea's experience. Industrial and corporate change, 8(1), 111-136.
Kim, L. (2001). The dynamics of technological learning in industrialisation. International Social Science Journal, 53(168), 297-308.
Lall, S. (1992). Technological capabilities and industrialization. World development, 20(2), 165-186.
Langerak, F. (2003). The effect of market orientation on positional advantage and organizational performance. Journal of strategic marketing, 11(2), 93-115.
Li-Hua, R., & Lu, L. (2013). Technology strategy and sustainability of business. Journal of Technology Management in China, 8(2), 62-82.
Liu, C. M., Lin, K. W., & Huang, C. J. (2014). Effects of product development on operating performance in textile industry. The Anthropologist, 17(1), 157-163..
Lo, S. C. (2012). A study of relationship marketing on customer satisfaction. Journal of Social Sciences, 8(1), 91.
Mariadoss, B. J., Milewicz, C., Lee, S., & Sahaym, A. (2014). Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage. Industrial Marketing Management, 43(1), 136-145.
Mishra, A. A., & Shah, R. (2009). In union lies strength: Collaborative competence in new product development and its performance effects. Journal of Operations Management, 27(4), 324-338.
Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38.
Nahapiet, J., & Ghoshal, S. (1998). Social capital, intellectual capital, and the organizational advantage. Academy of Management Review, 23(2), 242-266.
Panda, H., & Ramanathan, K. (1996). Technological capability assessment of a firm in the electricity sector. Technovation, 16(10), 561-588.
Peña, I. (2002). Knowledge networks as part of an integrated knowledge management approach. Journal of Knowledge Management, 6(5), 469.
Raza, A. (2012). Impact of relational capital management on firm performance. Abasyn Journal of Social Sciences, 6(1).
Roy, M. (2012). Impact of Formal Networking on SMEs: A Study of Sampled Small Firms in West Bengal. Globsyn Management Journal, 6(1).
Schoenecker, T., & Swanson, L. (2002). Indicators of firm technological capability: validity and performance implications. IEEE Transactions on Engineering Management, 49(1), 36-44.
Shruthi, V. K., & Devaraja, T.S. (2012). Customer relationship management as a potential tool for sustained competitive advantage: A study on Indian it industry. International Journal of Research in Finance & Marketing, 2(11).
Širec, K., & Bradač, B. (2009). How does Networking Impact the SMEs Growth. Organizacija, 42(2).
Spillecke, S. B., & Brettel, M. (2013). The impact of sales management controls on the entrepreneurial orientation of the sales department. European Management Journal, 31(4), 410-422..
Sveiby, K. E. (1997). The New Organizational Wealth: Managing and Measuring Knowledge-Based Assets. New York, NY., Berrett-Koehler.
Utterback, J. M., Allen, T. J., Holloman, J. H., & Sirbu, M. A. (1976). The process of innovation in five industries in Europe and Japan. IEEE Transaction on Engineering Management, 23(1), 3-9.
Van Laere, K. (2003). Social networks as a source of competitive advantage for the firm. Journal of Workplace Learning, 15(6), 248-258.
Wang, C.-H. (2014). How relational capital mediates the effect of corporate reputation on competitive advantage: Evidence from Taiwan high-tech industry. Technological Forecasting and Social Change, 82, 167-176.
Aral, S., & Weill, P. (2007). IT assets, organizational capabilities, and firm performance: How resource allocations and organizational differences explain performance variation. Organization Science, 18(5), 763-780..
Welbourne, T. M., & Pardo-del-Val, M. (2009). Relational capital: strategic advantage for small and medium-size enterprises (SMEs) through negotiation and collaboration. Group Decision and Negotiation, 18(5), 483-497.
Westlund, H. (2003, March). Implications of social capital for business in the knowledge economy: theoretical considerations. In International Forum on Economic Implication of Social Capital “, held by the Economic and Social Research Institute, Cabinet Office, Japan, in Tokyo on (Vol. 24).
Zawislak, P. A., Cherubini Alves, A., Tello-Gamarra, J., Barbieux, D., & Reichert, F. M. (2012). Innovation capability: from technology development to transaction capability. Journal of technology management & innovation, 7(2), 14-27.
Zhou, K. Z., Yim, C. K., & Tse, D. K. (2005). The effects of strategic orientations on technology-and market-based breakthrough innovations. Journal of Marketing, 69(2), 42-60.