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Vol. 13. Núm. 42.
Páginas 35-74 (Marzo 2010)
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Vol. 13. Núm. 42.
Páginas 35-74 (Marzo 2010)
DOI: 10.1016/S1138-5758(10)70003-7
Open Access
Aprendizaje organizativo y creación de valor en las relaciones fabricante-distribuidor
Organizational Learning Effects on Value Creation in Manufacturer-Distributor Relationships
Visitas
...
José Ángel López Sánchez**, María Leticia Santos Vijande***, Juan Antonio Trespalacios Gutiérrez****
** Universidad de Extremadura. Facultad de Ciencias Económicas y Empresariales. Departamento de Dirección de Empresas y Sociología. Avda. de Elvas s/n. 06071 Badajoz, España
*** Universidad de Oviedo. Facultad de Ciencias Económicas y Empresariales. Departamento Administración de Empresas y Contabilidad. Avda. del Cristo s/n. 33071 Oviedo, España
**** Universidad de Oviedo. Facultad de Ciencias Económicas y Empresariales. Departamento de Administración de Empresas y Contabilidad. Avda. del Cristo s/n. 33071 Oviedo, España
Información del artículo
Resumen

El propósito de este trabajo es estudiar el efecto del aprendizaje organizativo (AO) sobre la creación de valor para el cliente. Para ello primero se lleva a cabo una revisión de la literatura de los factores latentes mencionados. A continuación se plantea un modelo conceptual donde se adopta como unidad de análisis la relación diádica que mantienen las empresas fabricantes con su principal distribuidor. Después se procede con el examen de los datos obtenidos en el trabajo de campo. En este punto se examina con carácter previo la fiabilidad y validez del proceso de AO y las funciones creadoras de valor (directas e indirectas) para, inmediatamente, estudiar las conexiones causales del modelo estructural especificado. Los resultados obtenidos aportan evidencia empírica acerca del hecho de que el proceso de AO del fabricante es un antecedente directo y positivo de la creación de valor, entendida desde un enfoque funcionalista, así como de los resultados empresariales que éste experimenta.

Palabras clave:
Aprendizaje Organizativo, Creación de Valor, Relaciones Fabricante-Distribuidor
Abstract

The purpose of this paper is to study the effect of organizational learning (OL) in customer value creation. Thus, firstly, a literature review about the latent factors mentioned before is carried out. Next, a conceptual model is outlined, where the dyadic relationship between manufacturers and their principal distributor is adopted as unit of analysis. Then, we move on with the study of the data obtained in the field work. At this point the reliability and validity of the OL process and value creating functions (direct and indirect) is examined to, immediately, analyse the causal connections of the specified structural model. The empirical results reveal that the manufacturer's OL process is a direct and positive antecedent of value creation, considered from a functionalist perspective, and business performance.

Key words:
Organizational Learning, Value Creation, Manufacturer-Distributor Relationships
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