Aprendizaje organizativo y creación de valor en las 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.