How different types of partners influence innovative product sales: Does technological capacity matter?

Abstract

Extant empirical studies examine the effect of different types of partners on innovative product sales. Although these studies present ambiguous results, little research pays attention to the factors leading to this ambiguity. Therefore, this study investigates how technological capacity affects the relationships between different types of partners and innovative product sales. Based on a sample of manufacturing firms from the technological innovation survey, this study reveals several interesting results. First, for the sales from significantly improved products, technological capacity positively impacts on the links between the sales and collaborations with suppliers and also with customers, but negatively moderates with competitors and with research organization. Second, however, on the sales of marginally changed products, technological capacity negatively affects the collaboration with suppliers, but positively impacts on alliance with research organizations. These results increase understanding of the relationships between different types of partners and innovative product sales.