Under entrepreneurial orientation, how does logistics performance activate customer value co-creation behavior?

Abstract

Purpose

For its sustainable growth, an organization should drive customers from the role of consumers of products or services to value co-creators. Logistics performance, which produces value for customers, may activate value co-creation behavior among them. The purpose of this paper is to investigate entrepreneurial orientation (EO) as the determinant and customer value co-creation behavior as the outcome of logistics performance.

Design/methodology/approach

The data for this research came from 328 dyads of logistics managers of chemical manufacturers and purchase managers of their customer companies in Vietnam context. The data were analyzed using structural equation modeling approach.

Findings

The research results confirmed the role of EO in predicting logistics performance. Logistics performance was also found to positively influence customer-organization identification, which, in turn promoted customer value co-creation behavior.

Originality/value

Entrepreneurship, logistics, and marketing research streams converge through the research model of the relationship between EO, logistics performance, and customer value co-creation behavior.

Citation

Tuan, L.T. (2017), "Under entrepreneurial orientation, how does logistics performance activate customer value co-creation behavior?", The International Journal of Logistics Management, Vol. 28 No. 2, pp. 600-633. https://doi.org/10.1108/IJLM-12-2015-0242