Business Commons^™

Exploring The Operationalization Of Market Sensing In A Higher Education Organization, Ashish Bhardwaj

Dissertations and Theses Collection (Open Access)

Market sensing is a dynamic capability of an organization that enables management to understand the market environment and develop strategic plans that best position the organization to continue to be relevant to the marketplace and sustain an advantaged competitive position. Extant research has explored the difference between ordinary and dynamic capabilities and proposed the role of dynamic capabilities as enabling the configuration and reconfiguration of the organization’s assets in response to or in anticipation of a rapidly evolving market environment, to maintain competitive advantage.

Market sensing dynamic capability has been hypothesized to consist of three key organizational processes – sensing, …

The Performance Implications Of Planning, Implementation, And Evolution Of Market-Oriented Strategy By Top Management, Jeffrey R. Foreman

Marketing Dissertations

Participating in the growing research stream involving the market orientation-performance relationship, this investigation explores the impact of firms’ planning, implementation, and evolution of market orientation on financial performance. A longitudinal approach is used to capture the formation and evolution of market orientation. Evidence of market orientation as depicted in top management’s stated strategy is assessed through content analysis of 150 SEC filings (S-1s and 10-Ks) of seventy-five initial public offering (IPO) firms. The sample covers companies that went public in the years 2001-2003, and the study spans a six-year period from 2001-2007. Customer and competitor orientation are independent variables tested …

Configuration Of Market Oriented Culture, Organizational Structure And Business Strategy Types And Their Performance Implications In Service Organizations, Omer Gokus

Theses and Dissertations in Business Administration

Understanding how organizations in service sectors create and sustain a competitive advantage in today's highly dynamic environment is of interest to both researchers and managers. It has been suggested that competitive advantages are achieved either by placing a renewed emphasis on delivering superior quality services to customers or by seeking efficiency through standardized practices aiming at the lowest overall cost for superior performance. This dissertation investigates how these strategies are implemented to produce enhanced organizational performance by utilizing both market oriented culture and organizational structure simultaneously. The model and the hypotheses are tested with data collected from 151 service businesses. …

Integration Of Market And Entrepreneurial Orientations; And Their Impact On Export Performance: A Contingency Approach, Ayse Nilgun Kaya

Theses and Dissertations in Business Administration

Globalization has promoted worldwide exporting levels to soar and to account for more than 10% of global activity. Technological advances in information and communication technologies, production methods, transportation, and international logistics have led to the increase in the exporting activity. However, these advances have also resulted in highly competitive and turbulent markets, and sophisticated and demanding customers, which in return has required exporting firms to be both entrepreneurial- and market-oriented.

A review of the market orientation, entrepreneurial orientation and exporting literature revealed three gaps that the dissertation sought to fill. First, the relationship between market orientation and entrepreneurship was not …

Market Orientation And Order Of Entry Strategies: An Empirical Analysis, Anshu Saran

Theses and Dissertations - UTB/UTPA

While the relationship between market orientation and business performance has been extensively investigated, the mechanisms by which market orientation contributes to performance are still not well understood. To fill this gap in knowledge of how order of entry would affect the relationship between market orientation and performance, this research provides a conceptual framework to link two disparate concepts, or research streams in the marketing/business strategy literature, market orientation and order of entry.

Timing of entry has generated great attention (Green, Barclay, and Ryans 1995). Pioneering new markets is expensive and risky, but also potentially very rewarding. If pioneers have advantages …

The Role Of Interfunctional Market Orientation In New Product Program Success: An Exploratory Empirical Analysis, George Grady Gresham

Theses and Dissertations in Business Administration

A central tenet of the market orientation construct is the need for virtually all departments, not just the marketing department, to participate in gathering, disseminating and responding to market intelligence. Previous academic research provides empirical support for a positive relationship between market orientation and superior business performance. Superior business performance, for many firms, depends upon a continuous stream of new products emerging from their product development programs, yet few studies have demonstrated the link between market orientation and new product development program success. This dissertation conceptualizes market orientation below the strategic business level as interfunctional market orientation (IFMO) for cross-functional …

An Empirical Investigation Of The Link Between Market Orientation And New Product Performance: The Mediating Effects Of Organizational Capabilities, Turkan Dursun-Kilic

Theses and Dissertations in Business Administration

In today's business world, one of the most important problems that companies encounter is new product failure. The high product failure rate has been a major concern for practitioners for many years. It was reported that almost half of the new products introduced each year will actually fail (e.g., Sivadas and Dwyer 2000; Zirger and Maidique 1990). Given the fact that the increasing level of technological advancement, consumer expectations, and domestic as well as international competitive pressures continue to shorten the product life cycle for new products, it has become extremely important for companies to understand the critical determinants of …

The Moderating Roles Of National Culture And The Country Institutional Profiles On The Effect Of Market Orientation And Entrepreneurial Orientation On The Performance Of Banks In Jordan: An Empirical Investigation, Musa A. Dwairi

Doctoral Dissertations

The primary purpose of the study was to extend Jaworski and Kohli's (1993) market orientation (MO) model in the banking industry of Jordan. Specifically, the study (1) added entrepreneurial orientation (EO) as a second mediating variable with market orientation, (2) incorporated national culture and country institutional profile as moderators on the performance effects of MO and EO, and (3) replicated other relationships in the market orientation model of Jaworski and Kohli in the banking industry of Jordan. These moderating variables explained some of the discrepancies in the direct performance effects of MO and EO observed in international contexts.

To accomplish …

Market Orientation And Export Performance In Thailand: A Moderating Effect Of International Marketing Strategy, Phattarawan Tantong

Theses and Dissertations in Business Administration

A lot of literature provides evidence of a positive relationship between market orientation (MO) and performance (e.g., Narver and Slater 1990; Jaworski and Kohli 1993). Some studies, however, found insignificant results of such a relationship (e.g., Selnes, Jaworski, and Kohli 1996; Pelham 1997), resulting in an open question of MO's predictive power on performance. Moreover, most of the research in this area has been conducted in the U.S. context, and the literature shows that there is a need to study MO in a non-U.S. context (e.g., Kohli, Jaworski, and Kumar 1993; Grewal and Tansuhaj 2001). Similarly, the standardization (adaptation) literature …

Market Orientation: Towards An Understanding In Developing Marketplaces Of South America, Howard Warren Olsen

Theses and Dissertations in Business Administration

Theory development is essential for the health and wellbeing of marketing as it provides boundaries and a foundation for the growth of the discipline. Kohli and Jaworski's (1990, 1993) efforts provided the critical first step in the evolution of market orientation theory. However, evidence has not confirmed regularities in various industry circumstances as well as different international marketplaces. The literature is replete with a variety of different scales that have been used. Finally, the concept of market orientation is based upon the premise that such activities enhance business performance, but requisite performance measures have not been properly matched with the …

Towards A Strategy-Balanced Measure Of Business Performance: Conceptualization And Empirical Examination With The Market Orientation Construct, David William Lambert

Theses and Dissertations in Business Administration

Although previous research has theoretically asserted and provided partial empirical support for a positive relationship between an organization's market orientation and business performance, few studies have demonstrated this relationship using a broader conceptualization of business performance that extends beyond market-based and financial measures. This dissertation conceptualizes and develops valid measurements of key dimensions of a business performance construct—termed strategy-balanced measure of business performance (SBMBP)—and empirically tests this construct with the market orientation construct. To fully capture the financial and operational domain of business performance, the SBMBP construct is developed through a multidisciplinary literature review, in-depth telephone interviews, and industry and …

Moderating Effects Of Vertical Exchange Relationship On The Relationship Between Firm Market Orientation And Selected Salesperson Role Variables, Patrick Dwain Fountain

Doctoral Dissertations

The purpose of this dissertation is to examine the moderating effects of identified dimensions of vertical exchange relationship (VER) between firm market orientation and the salesperson role variables of job satisfaction, organizational commitment, role ambiguity and role conflict. The sample utilized in this dissertation is the salesforce of a major United States publishing company. Moderated regression analysis is used to determine moderating effects. Three dimensions of vertical exchange relationship are identified using factor analysis and are labeled work, loyalty and congruence. The results indicate that the work dimension is a moderator of the relationship between market orientation and job satisfaction. …