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Internal Stakeholder Views Of A Market Orientation Strategy: Implications For Implementation, Francine K. Schlosser, Rod Mcnaughton
Internal Stakeholder Views Of A Market Orientation Strategy: Implications For Implementation, Francine K. Schlosser, Rod Mcnaughton
Odette School of Business Publications
The market orientation literature focuses upon external stakeholders as the content or target of a market orientation strategy. This is problematic for understanding the successful implementation of a market orientation strategy because internal stakeholders provide the link between strategy‐makers and external stakeholder targets. Anchored in market orientation, dynamic capabilities, and stakeholder research, the study describes how internal stakeholders in a market orientation process can impede or encourage the achievement of market‐oriented objectives by a market‐oriented company. Focus groups were conducted with both management and non‐management employees of a large market‐oriented financial services organisation that recently introduced a market‐oriented agency call …
Individual-Level Antecedents To Market-Oriented Actions, Francine K. Schlosser, Rod Mcnaughton
Individual-Level Antecedents To Market-Oriented Actions, Francine K. Schlosser, Rod Mcnaughton
Odette School of Business Publications
Although often assessed at an organizational level, a market-oriented culture is supported by the attitudes and actions of the organization's employees. A firm cannot develop a market orientation strategy without each employee's active understanding, willingness, and ability to perform in a market-oriented fashion. Therefore, individual employees must experience a responsibility to gather and assess the value of market information, and a willingness to share it with other employees. We surveyed a cross-section of employees at many levels and roles in different North American financial services organizations. This research identified important individual-level antecedents that organizations must account for when attempting to …
Can Managers Use Handheld Technologies To Support Salespeople?, Francine K. Schlosser
Can Managers Use Handheld Technologies To Support Salespeople?, Francine K. Schlosser
Odette School of Business Publications
Purpose – The purpose of this paper is to propose that sales managers use mobile technologies in the working environment to communicate and supportively monitor sales person performance. Design/methodology/approach – A model of supervisor monitoring using mobile technologies is conceptualized that specifies the types of behaviours that promote high-quality working relationships, how mobile technologies increase the likelihood of work-to-nonwork role spill-over that may damage the relationship and why perceptions of supervisor fairness are critical. The paper concludes by presenting strategies for testing hypotheses and for researching mobile technology use by sales managers using qualitative and quantitative methods. Findings – Mobile …
Competing Or Accommodating?: An Empirical Test Of Chinese Conflict Management Styles., Zhenzhong Ma
Competing Or Accommodating?: An Empirical Test Of Chinese Conflict Management Styles., Zhenzhong Ma
Odette School of Business Publications
Researchers have been investigating the distinctness of Chinese conflict management styles, yet have to provide solid evidence for such differences. This study provides support for this issue by using multiple negotiation simulations to illustrate how Chinese people conflicts and how their preferred conflict management styles affect their negotiation behaviour and outcomes in business negotiation. Results show that compromising and competing, instead of accommodating, are two preferred methods for conflict resolution in China. Managerial implications are then discussed, which concludes this paper.
Start-Up And Success In Ethnic New Ventures, Gerry Kerr, Francine K. Schlosser
Start-Up And Success In Ethnic New Ventures, Gerry Kerr, Francine K. Schlosser
Odette School of Business Publications
No abstract provided.