Examining the role of within functional area resource-capability complementarity in achieving customer and product-based performance outcomes

Aron O'Cass, Phyra Sok

Research output: Contribution to journalArticleResearchpeer-review

45 Citations (Scopus)


Adopting both the resource-based view and dynamic capability theory this study advances the contention that firms must possess both resources and capabilities at a superior level to achieve superior customer and product performance. To examine this contention this study investigates the individual effect of the complementarity between marketing resources and capability and complementarity between innovation resources and capability on customer and product performance respectively. The results of a survey of 171 B2B manufacturing firms show a significant main effect for complementarity between marketing resources-capability and complementarity between innovation resources-capability on customer and product performance. The findings also show that complementarity marketing resources-capability has a stronger positive relationship with customer performance than with product performance, while complementarity between innovation resources-capability has a stronger positive relationship with product performance than with customer performance.
Original languageEnglish
Pages (from-to)345 - 363
Number of pages19
JournalJournal of Strategic Marketing
Issue number4
Publication statusPublished - 2012
Externally publishedYes

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