Search results for "ORIENTATION"

Beyond path dependence: Explorative orientation, slack resources, and managerial intentionality to internationalize in SMEs

2015

Abstract Managerial intentionality plays an important role in a firm's selection of its internationalization path. In relation to small and medium sized enterprises (SMEs), most studies focus on the individual traits that foster managerial intentionality without considering organizational-level antecedents. This study seeks to address this gap by focusing on two organizational antecedents: the firm's exploration and exploitation orientations, and its slack resources. The firm's orientations affect the application of different learning processes, including knowledge acquisition, information interpretation, and knowledge diffusion, and they shape the subjective norms prevalent in the organiza…

Market orientation, trust and satisfaction in dyadic relationships:a manufacturer‐retailer analysis

2003

This paper studies the relationships between the manufacturer's market orientation behaviours and the distributor's trust in the relationship and satisfaction with it. It also analyses the effect of the distributor's trust on his/her satisfaction. Following a review of the literature, three alternative models of relationships between trust and satisfaction are compared. For this purpose the article presents the results of a study of the Spanish ceramic industry. These establish that the effect of the manufacturer's market orientation on the distributor's trust and on its satisfaction with the relationship is different depending on which dimension is considered. The model that best fits the …

The effect of market orientation on dependence and satisfaction in dyadic relationships

2005

Purpose – This paper seeks to examines the effect of manufacturer market orientation on distributor dependence and satisfaction with the relationship, and to analyse how this dependence affects distributor satisfaction, with specific reference to the Spanish ceramic tile industry,Design/methodology/approach – Two parallel sets of individual interviews with a total of 222 manufacturers and distributors were conducted by a private research institute. They yielded 179 dyads of interaction. Market orientation, dependence and satisfaction were measured by five‐point Likert scales. The data were used to test 11 hypotheses by structural equation modelling.Findings – Analysis of the findings sugges…

Marketing capabilities and innovation. How do they affect the financial results of hotels?

2019

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…