When and how digital novel technologies matter to firm marketing performance

Abstract

Adoption of digital novel technologies (DNT) is an important phenomenon faced by managers that is attracting emergent research attention. Although previous research establishes that DNT in general enhance business performance, more recent theorizing suggests that this may not always be the case. Notwithstanding, researchers have paid little attention to contingency conditions that may affect the strength and nature of the relationship between DNT and marketing performance. By examining organizational factors that moderate the DNT–performance relationship, this study explores types of firm for which DNT are particularly beneficial. Based on survey data from firms and empirical analyses, findings indicate that firms pursuing agility and digital business transformation strategies are in a favorable position to achieve better performance when adopting DNT. Additionally, the DNT–performance link is stronger for smaller, product-based firms, regardless from B2B/B2C sectors. The study sheds light on the vision of Industry 4.0 transition with implications for academics. Executives evaluating the adequacy of DNT adoption should consider certain contingencies advanced in this research.