Search results for " ORIENTATION"

Market orientation and industrial salesforce: diverse measure instruments

2003

This paper supports the need for a market‐oriented industrial salesforce. So, in the first part, a definition of industrial salesforce market orientation is proposed, distinguishing between a philosophical approach and a behavioural approach. In the second part, an empirical research is carried out to propose and analyse diverse instruments to measure market orientation in an industrial salesforce context. Unidimensionality, reliability and validity are studied. The aim is to offer some guidelines to sales managers in order to implement market orientation at salesforce level.

Entrepreneurial orientation, concern for socioemotional wealth preservation, and family firm performance

2021

Abstract This paper explores whether concern for socioemotional wealth enhances or undermines the positive effect of entrepreneurial orientation on family firm performance. Two analysis techniques were used: second-generation structural equation modeling (PLS-SEM) and fuzzy-set qualitative comparative analysis (fsQCA). These techniques were applied to data on 106 Spanish family firms. Results of both analyses are similar, lending validity and robustness to the proposed research model. Specifically, the results indicate that 1) entrepreneurial orientation positively influences family firm performance, 2) concern for socioemotional wealth preservation positively influences both entrepreneuria…

Can goal setting and performance feedback enhance organizational citizenship behavior?

2008

Antecedents and consequences of market orientation in public organisations

2001

The aim of this article is to link research on market orientation in the field of marketing with the proposals of reform and modernisation made in the administrative and political field. Market orientation in business organisations is a highly topical issue, or even more, it is considered by someacademicians as the new marketing paradigm. Following these studies and their proposals of application in other sectors, a market orientation model is developed, from a public management perspective, in the setting of local governments through testing a set ofhypotheses about the construct and its antecedents and consequences. Antecedents explaining why some local governments are more market oriente…

Market orientation: an antecedent to the industrial manufacturer's power

2004

This study looks at the relationships between the market orientation of the manufacturer and the sources of his or her power over the distributor. The effect these power bases have on the distributor's satisfaction with the relationship is also analysed. The aricle offers the results of a study, conducted in the ceramic tile sector in Spain, aimed at measuring the market orientation of manufacturers, their power bases as perceived by their distributors, and the latter's satisfaction with the relationship. The results show that manufacturers' market orientation has a positive effect on their reward power but not on their referent power, nor on their power of coercion. However, the reward, ex…

Unraveling the link between managerial risk-taking and innovation: The mediating role of a risk-taking climate

2015

Scholars have proposed that taking risks in organizations is important for explaining innovation performance. Scholars traditionally have analyzed this link from two unconnected perspectives. From a managerial perspective, entrepreneurial orientation and leadership theories have been used to explain the positive relation between manager's risk-taking and innovation. On the other hand, research on creativity suggests that a risk-taking climate helps to explain the generation of novel ideas. However, there is little empirical research analyzing this link. This study examines the possibility of a connection between managerial risk-taking propensity, risk-taking climate and innovation performan…

Development of Customer-Orientation, Brand-Orientation and Business Performance within the First Ten Years of the Firm

2017

The business performance of young firms is significantly influenced by customer- and brand-oriented capabilities. These capabilities can be sustained competitive advantages for firms from an early age on and managers need to consciously develop them over time. In the first years, the development of these firms is still highly dependent on their environment. The products and services are still under development, and there are only little resources and market information available. Therefore, the development of customer-orientation, brand-orientation and their impact on business performance at this age is crucial to be understood for founders to appropriately manage these capabilities. The pu…

Speeding up new product development through entrepreneurial orientation in SMEs: The moderating role of ambidexterity

2022

International audience; This paper analyzes the influence of small and medium-sized enterprises' (SMEs) entrepreneurial orientation (EO) on its capacity to quickly introduce new products to the market (namely, speed to market). Specifically, we suggest that firms will exhibit greater speed to market when displaying either low or high levels of EO. We also suggest that the EO – speed to market relationship will be contingent on firms' ambidexterity, or its capacity to simultaneously embrace exploratory and exploitative strategies. To test our hypotheses, we collected survey data from 384 SMEs belonging to four sectors in Spain: biotechnology, ceramic tiles, toys and footwear. Our findings co…

Orientations and Capabilities of Born Global Firms from Emerging Markets

2018

Purpose The purpose of this paper is to examine the impact of entrepreneurial orientation and networking capabilities of born global firms in an emerging market on marketing strategy and foreign market performance. Design/methodology/approach Structural equation modeling was used to analyze data from 1,001 internationalized firms in an emerging market and to test seven hypotheses regarding the development of marketing strategy and foreign market performance. Findings Marketing strategy was found to mediate the relationship between entrepreneurial orientation and networking capability and foreign market performance, while foreign market performance is affected by entrepreneurial orientation…

Industrial branding in the digital age

2015

Purpose – The purpose of this paper is to describe the overall branding logic of an international industrial company operating in the renewable energy industry and to respond to calls for empirical research on how to build a business-to-business (B2B) brand in the digital age and how digital media can be used for branding. A digital branding model is also developed. Design/methodology/approach – A single case study of a company at the forefront of digital media usage is used to develop the model. The main data come from semi-structured theme interviews and from content analysis of the channels used to create a brand on the Internet. Findings – In the digital age, firms seem to benefit from…