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Net versus combinatory effects of firm and industry antecedents of sales growth
Leischnig, Alexander; Henneberg, Stephan C.; Thornton, Sabrina (2025): Net versus combinatory effects of firm and industry antecedents of sales growth, in: Bamberg: Otto-Friedrich-Universitä, S. 3576–3583.
Faculty/Chair:
Publisher Information:
Year of publication:
2025
Pages:
Source/Other editions:
Journal of Business Research, New York, NY: Elsevier, Jg. 69, 2026, Nr. 9, S. 3576–3583, ISSN: 0148-2963
Year of first publication:
2016
Language:
English
Abstract:
This study examines antecedents of sales growth using a two-step mixed-method approach including analyses of net effects and combinatory effects. Based on a sample of 453 respondents from manufacturing and service firms, this article shows how the combination of structural equation modeling (SEM) and fuzzy set Qualitative Comparative Analysis (fsQCA) provides more detailed insights into the causal patterns of factors to explain sales growth. This article contributes to the extant literature by highlighting fsQCA as a useful method to analyze complex causality (specifically combinatory effects of antecedent conditions) and by discussing options regarding how this approach can be used to complement findings from conventional causal data analysis procedures that analyze net effects.
Keywords: ; ; ;
Sales growth
fsQCA
PLS-SEM
Mixed-method approach
DDC Classification:
RVK Classification:
Peer Reviewed:
Yes:
International Distribution:
Yes:
Type:
Article
Activation date:
October 23, 2025
Permalink
https://fis.uni-bamberg.de/handle/uniba/110751