Publication Type

Journal Article

Version

publishedVersion

Publication Date

5-2013

Abstract

In this study, we investigate why companies intend to use nonownership services by conducting qualitative interviews with 10 experts to develop our hypotheses, then using a survey to test them. Our findings show that, as hypothesized, firms’ intentions to use nonownership services are affected by both financial (i.e., tax efficiency and cash and liquid asset management) and nonfinancial (i.e., control over assets and access to the latest technology and tools) factors, with access to the latest technology and tools being the most important driver. Furthermore, we show that the effect that the desire to gain access to the latest technology and tools has on intentions to use nonownership services is enhanced (i.e., moderated) when firms wish to reduce the risk of obsolescence. The hypothesized moderation effect of firm size on the importance of cash and liquid asset management is marginally significant. These findings are an important contribution to the literature, as previous studies have almost exclusively focused on the financial drivers of nonownership service use.

Keywords

nonownership, rental/access paradigm, financial and nonfinancial drivers, business-to-business services, leasing

Discipline

Marketing | Sales and Merchandising

Research Areas

Marketing

Publication

Journal of Service Research

Volume

16

Issue

2

First Page

171

Last Page

185

ISSN

1094-6705

Identifier

10.1177/1094670512471997

Publisher

SAGE Publications (UK and US)

Copyright Owner and License

Authors

Additional URL

https://doi.org/10.1177/1094670512471997

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