The influence of a client focus on innovation and companies’ performance remains inconclusive. The paper investigates the mediating and moderating effects of a client focus on the relationship between innovation and financial performance. Survey data were collected from construction companies and analysed using partial least square structural equation modelling. The findings showed that the client focus partially mediates the relationship between innovation and financial performance, and this relationship is strong in companies with a low client focus. Practitioners need to balance innovation and a client focused strategy to improve the performance of construction companies and advance innovation in the industry.

客户对创新和公司绩效的关注仍然没有定论。本文研究了客户对创新与财务绩效之间关系的中介和调节作用。从建筑公司收集了调查数据，并使用偏最小二乘结构方程模型进行了分析。调查结果表明，以客户为中心部分地调节了创新与财务绩效之间的关系，而在以客户为中心的公司中，这种关系很牢固。从业人员需要在创新与以客户为中心的战略之间取得平衡，以改善建筑公司的业绩并推进行业创新。