Contracting capabilities : how can contracting capabilities be measured and developed, and how do they impact firm performance in B2B relationships?

摘要

This master thesis builds on previous research by Argyres and Mayer (2007).They argue that a firm´s ability and capacity to perform tasks related tocontractual work can be defined as contracting capabilities. These capabilitiesare a competitive advantage for firms and can enhance their performance.To my knowledge, no empirical studies on contracting capabilities are conductedwith an attempt to measure a firm’s contracting capabilities. Research on howcontracting capabilities can be developed is also limited. I therefore aim to fillthis gap by investigating how contracting capabilities can be measured anddeveloped. I also seek to examine the impact firm characteristics have oncompanies level of contracting capabilities. Additionally, I will investigate howcontracting capabilities influence firm performance.This study has a quantitative approach in which key respondents were located byphone. The key respondents received an online questionnaire. Out of 147Norwegian based export companies that agreed to participate in the study, Ireceived 76 responses.The results show that contracting capabilities can be measured along fourdimensions; term specification and writing, contract adaptation, internalorganizing and relationship development and maintenance. Experience ispositively associated with firms’ contracting capabilities. Contrary to mypredictions, resource slack, age of firm, size of firm, internal consult, externalconsult and training shows no significant relationship with contractingcapabilities.Out of the four identified dimensions of contracting capabilities, the results showa positive relationship between internal organizing and firm performance. Theother dimensions do not receive support. Depending on the way firms adapt theircontractual activities to their organization and allocate human resources,contracting capabilities can be developed and enhance companies´ performance