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A professional services firm's competence development
Halmstad University, School of Business and Engineering (SET), Centre for Innovation, Entrepreneurship and Learning Research (CIEL), Centre for Technology, Innovation and Marketing Management (CTIM2).ORCID iD: 0000-0002-0554-9591
2007 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 36, no 8, p. 1068-1081Article in journal (Refereed) Published
Abstract [en]

The conceptualization of a firm's competence development has undergone some developments, as seen from the extant literature. However, studies or explanations of a firm's competence development over time seem to concentrate on firms that manufacture physical goods. The literature is devoid of studies on the competence development of professional services firms (PSFs). With two in-depth case studies, this paper seeks to shed light on factors that impinge on PSFs' competence development over time. An important finding of this study is that all the two PSFs' competence development over time has been influenced, in large measure, by their close and regular interaction with their respective immediate customers as well as with some significant third parties in their network of exchange relationships, where the actors mutually adapt to each other and also learn from each other. Evidences in all the two cases show that each of the firms has won and kept important customers that give them the most and frequent assignments per year, thanks to the factors that have affected their competence to meet customers' demand over time.

Place, publisher, year, edition, pages
New York: Elsevier, 2007. Vol. 36, no 8, p. 1068-1081
Keywords [en]
Competence and competence development, PSFs, Network of exchange relationships
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:hh:diva-1333DOI: 10.1016/j.indmarman.2006.08.006ISI: 000250791100006Scopus ID: 2-s2.0-34648831708Local ID: 2082/1712OAI: oai:DiVA.org:hh-1333DiVA, id: diva2:238551
Available from: 2008-04-16 Created: 2008-04-16 Last updated: 2017-12-13Bibliographically approved

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Awuah, Gabriel Baffour

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf