The Effect of a Market Orientation on Business Profitability
01 Oct 1990-Journal of Marketing (SAGE PublicationsSage CA: Los Angeles, CA)-Vol. 54, Iss: 4, pp 20-35
TL;DR: In this paper, the authors have been observing for more than three decades that business performance is affected by market orientation, yet to date there has been no valid measure of market orientation.
Abstract: Marketing academicians and practitioners have been observing for more than three decades that business performance is affected by market orientation, yet to date there has been no valid measure of ...
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TL;DR: The authors argue that service provision rather than goods is fundamental to economic exchange and argue that the new perspectives are converging to form a new dominant logic for marketing, one in which service provision is fundamental for economic exchange.
Abstract: Marketing inherited a model of exchange from economics, which had a dominant logic based on the exchange of “goods,” which usually are manufactured output The dominant logic focused on tangible resources, embedded value, and transactions Over the past several decades, new perspectives have emerged that have a revised logic focused on intangible resources, the cocreation of value, and relationships The authors believe that the new perspectives are converging to form a new dominant logic for marketing, one in which service provision rather than goods is fundamental to economic exchange The authors explore this evolving logic and the corresponding shift in perspective for marketing scholars, marketing practitioners, and marketing educators
12,760 citations
TL;DR: In this paper, the authors address three questions: (1) Why are some organizations more market-oriented than others? (2) What effect does a market orientation have on employees and business performance? (3) D...
Abstract: This research addresses three questions: (1) Why are some organizations more market-oriented than others? (2) What effect does a market orientation have on employees and business performance? (3) D...
7,978 citations
Abstract: Considerable progress has been made in identifying market-driven businesses, understanding what they do, and measuring the bottom-line consequences of their orientation to their markets. The next c...
6,313 citations
TL;DR: In this article, the authors present frameworks for thinking about customer value, customer value learning, and related skills that managers will need to create and implement superior customer value strategies in the next decade and beyond.
Abstract: Driven by more demanding customers, global competition, and slow-growth economies and industries, many organizations search for new ways to achieve and retain a competitive advantage. Past attempts have largely looked internally within the organization for improvement, such as reflected by quality management, reengineering, downsizing, and restructuring. The next major source for competitive advantage likely will come from more outward orientation toward customers, as indicated by the many calls for organizations to compete on superior customer value delivery. Although the reasons for these calls are sound, what are the implications for managing organizations in the next decade and beyond? This article addresses this question. It presents frameworks for thinking about customer value, customer value learning, and the related skills that managers will need to create and implement superior customer value strategies.
4,544 citations
TL;DR: The concept of IT as an organizational capability is developed and empirically examining the association between IT capability and firm performance indicates that firms with high IT capability tend to outperform a control sample of firms on a variety of profit and cost-based performance measures.
Abstract: The resource-based view of the firm attributes superior financial performance to organizational resources and capabilities. This paper develops the concept of IT as an organizational capability and empirically examines the association between IT capability and firm performance. Firm specific IT resources are classified as IT infrastructure, human IT resources, and IT-enabled intangibles. A matched-sample comparison group methodology and publicly available ratings are used to assess IT capability and firm performance. Results indicate that firms with high IT capability tend to outperform a control sample of firms on a variety of profit and cost-based performance measures.
4,471 citations
References
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Book•
01 Jan 1975TL;DR: In this article, the Mathematical Basis for Multiple Regression/Correlation and Identification of the Inverse Matrix Elements is presented. But it does not address the problem of missing data.
Abstract: Contents: Preface. Introduction. Bivariate Correlation and Regression. Multiple Regression/Correlation With Two or More Independent Variables. Data Visualization, Exploration, and Assumption Checking: Diagnosing and Solving Regression Problems I. Data-Analytic Strategies Using Multiple Regression/Correlation. Quantitative Scales, Curvilinear Relationships, and Transformations. Interactions Among Continuous Variables. Categorical or Nominal Independent Variables. Interactions With Categorical Variables. Outliers and Multicollinearity: Diagnosing and Solving Regression Problems II. Missing Data. Multiple Regression/Correlation and Causal Models. Alternative Regression Models: Logistic, Poisson Regression, and the Generalized Linear Model. Random Coefficient Regression and Multilevel Models. Longitudinal Regression Methods. Multiple Dependent Variables: Set Correlation. Appendices: The Mathematical Basis for Multiple Regression/Correlation and Identification of the Inverse Matrix Elements. Determination of the Inverse Matrix and Applications Thereof.
29,764 citations
TL;DR: A critical element in the evolution of a fundamental body of knowledge in marketing, as well as for improved marketing practice, is the development of better measures of the variables with which marketers deal with marketing as discussed by the authors.
Abstract: A critical element in the evolution of a fundamental body of knowledge in marketing, as well as for improved marketing practice, is the development of better measures of the variables with which ma...
14,727 citations
TL;DR: In this paper, evidence from past research and insights from an exploratory investigation are combined in a conceptual model that defines and relates price, perceived quality, and perceived value for a product.
Abstract: Evidence from past research and insights from an exploratory investigation are combined in a conceptual model that defines and relates price, perceived quality, and perceived value. Propositions ab...
13,713 citations
Book•
01 Jan 1969
TL;DR: In this article, the authors focus on the relationship between the research problems and the design of the research, and emphasize the fundamentals of understanding how to solve a scientific research problem, focusing upon the relationships between the problems and their solutions.
Abstract: First published in 1964, this text has set the standard for other texts in the field of behavioral research methodology. It emphasises the fundamentals of understanding how to solve a scientific research problem, focusing upon the relationship between the research problems and the design of the research. This edition has more examples from psychology, sociology, and education than the previous edition and places a greater emphasis on multivariate approaches and methods.
8,931 citations