This research aims to bridge the entrepreneurship and marketing/sales literature streams by studying how young firms enable their resource endowments using value-based selling. Drawing on effectuation logic, the authors examine how young firms can achieve sales growth by using human and financial resource slack during the early years of their existence and accounting for the impact of the variability of these resources over time. The integrated framework and hypotheses are tested using unique, multisource (survey and objective archival) longitudinal panel data from 71 young firms covering a seven-year period. As anticipated, the findings show that both financial and human resource slack are negatively related to young firms’ sales growth over time and that financial resource slack variability exerts a positive impact and human resource slack variability exerts a (nonsignificant) negative impact. The results also confirm the importance of value-based selling as a guiding mechanism that significantly alters the effects of both types of resource slack and their variability over time. While value-based selling can help a young firm use slack to grow more effectively, it also has a dark side in that it can stand in the way of risk taking.

中文翻译：

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年轻公司如何随着时间的推移有效管理其闲置资源以确保销售增长：基于价值的销售的偶然作用

本研究旨在通过研究年轻公司如何使用基于价值的销售来实现其资源禀赋，从而在创业和营销/销售文献流之间架起桥梁。作者利用效应逻辑，研究了年轻公司如何通过在其存在的早期利用人力和财务资源的闲置来实现销售增长，并考虑这些资源随时间变化的影响。综合框架和假设使用来自 71 家年轻公司的独特、多源（调查和客观档案）纵向面板数据进行了测试，数据涵盖了七年。正如预期的那样，研究结果表明，财务和人力资源的松弛与年轻公司的销售增长随着时间的推移呈负相关，财务资源松弛的可变性产生了积极的影响，而人力资源松弛的可变性产生了（不显着的）消极影响。结果还证实了基于价值的销售作为一种指导机制的重要性，它可以显着改变两种类型的资源松弛及其随时间变化的影响。虽然基于价值的销售可以帮助一家年轻的公司利用松弛来更有效地发展，但它也有一个阴暗面，它会阻碍冒险。