Knowledge-intensive services and local development: An empirical analysis of networks, channels and customization processes

The present study embraces a theoretical framework developed in the field of business management-so-called 3C-to investigate the factors that hamper the capacity of Knowledge Intensive Business Services (KIBS) firms to create economic value for the locality. It addresses, in particular, the factors that: i) prevent KIBS firms from establishing collaborative relationships with potential partners; ii) negatively affect the relationships between the examined KIBS firms and their suppliers as well as distributors; iii) limit KIBS firms' capacity to meet users' needs. A qualitative inquiry conducted on a random sample of one hundred KIBS firms located in a Southern Italian province yielded a comprehensive view of the relational, organizational, and technological factors that limit the value creating capacity of the studied firms. The study discusses the implications that the obtained results may have on the process of development of the studied area and proposes suggestions for local policy-makers and practitioners in the KIBS sector.