El rol mediador de los servicios empresariales intensivos en conocimiento para innovar y vender: evidencias desde empresas peruanas

Jean Pierre Seclen Luna; Jubalt Alvarez Salazar; Chrsitian; Valentina Schmitt

doi:10.18543/bee.3229

Jean Pierre Seclen Luna Pontificia Universidad Católica del Perú
Jubalt Alvarez Salazar Pontificia Universidad Católica del Perú
Chrsitian University of Chile
Valentina Schmitt Pontifical Catholic University of Valparaiso, Chile

Keywords: Innovation, Digital Innovation, KIBS, Manufacturers, Sales

Abstract

This study presents previously published results from a leading disciplinary journal, analyzing how Knowledge-Intensive Business Services—which provide specialized expertise—facilitate the successful implementation of both digital and traditional innovations in companies. Digital innovation poses unique implementation challenges due to its technological complexity and specialized training needs, while many innovations fail to generate an immediate commercial impact. Through a quantitative analysis of 959 Peruvian companies, it was found that internally developed innovations tend to focus on incremental improvements without creating significant short-term value. However, KIBS serve as crucial mediators, enabling effective implementation and generating a positive impact on immediate sales. Manufacturing companies favor traditional innovations, while service firms adopt more digital innovations. These findings suggest that outsourcing specialized knowledge is fundamental for the early commercial success of innovations.

Author Biographies

Jean Pierre Seclen Luna, Pontificia Universidad Católica del Perú

Professor and Head of the Academic Department of Management Sciences at the Pontifical Catholic University of Peru. His research activity focuses on topics on business innovation, servitization, sustainability and knowledge-intensive business services (KIBS). His main research has been published in high-impact international academic journals, such as: Technovation and the Journal of Cleaner Production. He has participated as a speaker in academic and professional conferences of international scope. He has a doctorate in Business Economics from the University of the Basque Country (Spain). He has professional experience as a quality and innovation manager in Spanish industrial companies. Likewise, he has carried out various consultancies, and also produced technical reports for the Inter-American Development Bank and the Basque Government (Spain). Finally, he is Associate Editor in the Technology Analysis & Strategic Management, and member of the Latin-Iberoamerican Technology and Innovation Management Association (ALTEC).

Jubalt Alvarez Salazar, Pontificia Universidad Católica del Perú

Part-time professor and researcher at the Academic Department of Management Sciences of the Pontificia Universidad Católica del Perú and an associate researcher at the FORO Nacional Internacional. He holds a doctorate in Strategic Management with a mention in Business Management and Sustainability, a master's degree in Strategic Business Administration, and a bachelor's degree in industrial engineering. He is also a consultant in organizational design, strategic planning, process management and project management in firms and public institutions. His research interests are related to innovation, entrepreneurship, and science and technology management.

Chrsitian, University of Chile

Associate Professor of Strategic Planning and Management Control at the University of Chile (U. Chile). He received a PhD in Economics and Innovation Management from the Autonomous University of Madrid (UAM). He also holds a B.A. in Business Administration and a B.A. in Management Control Engineering from the University of Chile. Nowadays, he is teaching Strategic Planning and Management Control courses at the undergraduate and master level at the U. Chile. Particularly, at certificate programs level he teaches Strategy, Innovation and Managerial Accounting, showing several best practices like Cost-Volume-Profit, Modern Cost Management Systems and Activity-Based Costing.

Valentina Schmitt, Pontifical Catholic University of Valparaiso, Chile

Administrator, professor, researcher. Researcher with experience in structuring and restructuring processes and professor at the undergraduate and postgraduate levels. Her research interests are Sustainable Management, Public Management, Innovation and Resource Management. Doctoral degree in Administration from the Getuilio Vargas Foundation (FGV). Master`s and Bachelor is degree in Administration from the Federal University of Santa Catarina. Diplomas in "Economics in Emerging Countries", and "Governance, Public Management and Public Policies", and "Strategic Management in the Third Sector”. Experience with the private sector, public administration and the third sector. Professor in graduate and undergraduate programs.

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The mediating role of knowledge intensive business services in innovation and sales: evidence from Peruvian companies

Abstract

Author Biographies

References