Market orientation and business performance: An empirical study in mainland china

Journal of Global Marketing

Volumn 14, Issue 3, 2000, Pages 5-29

  Sin, Leo Y M ^a   Tse, Alan C B ^a   Yau, Oliver H M ^b   Lee, Jenny S Y ^b   Chow, Raymond ^b   Lau, Lorett B Y ^c  

^a CHINESE UNIVERSITY OF HONG KONG   (Hong Kong)

^b CITY UNIVERSITY OF HONG KONG   (Hong Kong)

^c HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

Author keywords

Business performance; China; Economic transformation; Mainland; Market orientation

Indexed keywords

EID: 0011585764     PISSN: 08911762     EISSN: 15286975     Source Type: Journal    
DOI: 10.1300/J042v14n03_02     Document Type: Article

References (76)

1. Agarwal, S., 1993. Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salesperson:A Cross-National Comparative Study. Journal of International Business Studies, 3:715–739.
2. Appiah-Adu, Kwaku. 1997. Market Orientation and Performance:Do the Findings Established in Large Firms Hold in the Small Business Sector?. Journal of Euromarketing, 6(3):1–26.
3. Appiah-Adu, Kwaku, and Ranchhod, Ashok. 1998. Market Orientation and Performance in the Biotechnology Industry:An Exploratory Empirical Analysis. Technology Analysis & Strategic Management, 10(2):197–210.
4. Atuahene-Gima, Kwaku. 1995. An Exploratory Analysis of the Impact of Market Orientation on New Product Performance:A Contingency Approach. Journal of Product Innovation Management, 12:275–293.
5. Atuahene-Gima, Kwaku. 1996. Market Orientation and Innovation. Journal of Business Research, 35:93–103.
6. Au, Alan K.M., and Alan, Tse C.B., 1995. The Effect of Marketing Orientation on Company Performance in the Service Sector:A Comparative Study of the Hotel Industry in Hong Kong and New Zealand. Journal of International Consumer Marketing, 8(2):77–87.
7. Baker, Michael J., Black, C. D., and Hart, S. J., 1994. “Competitive Success in Sunrise and Sunset Industries”. In The Marketing Initiative, Edited by:Sunders, J., London:Prentice Hall.
8. Bhuian, Shahid N., 1997. Exploring Market Orientation in Banks:An Empirical Examination in Saudi Arabia. The Journal of Services Marketing, 11(5):317–328.
9. Bhuian, Shahid N., 1998. An Empirical Examination of Market Orientation in Saudi Arabian Manufacturing Companies. Journal of Business Research, 43:13–25.
10. Buzzell, B. D., 1966. “Competitive Behavior and Product Life Cycle”. In New Ideas for Successful Marketing, Edited by:Wright, J. S., and Goldstucker, J. L., 46–48. Chicago:American Marketing.
11. Chakravarthy, B. S., 1986. Measuring Strategic Performance. Strategic Management Journal, 7:437–458.
12. Chan, Hung, Jimmy, Ngai, and Ellis, Paul. 1998. Market Orientation and Business Performance:Some Evidence from Hong Kong. International Marketing Review, 15(2):119–139.
13. China Statistical Handbook. 1988. China Statistical Publishing House, China
14. Churchill, Gilbert A., Jr. 1979. A Paradigm for Developing Better Measures of Marketing Constructs. Journal of Marketing Research, 16:64–73. (February)
15. Cravens, David W., 1994. Strategic Marketing, Fourth Edition, Homewood, IL:Irwin.
16. Cronin, J. J., and Page, T. J., 1988. An Examination if the Relative Impact of Growth Strategies on Profit Performance. European Journal of Marketing, 22(1):57–68.
17. Dalrymple, Douglas J., and Parsons, Leonard J., 1990. Marketing Management, 5th ed., New York:John Wiley & Sons.
18. Dawes, John. 1999. The Relationship between Subjective and Objective Company Performance Measures in Market Orientation Research:Further Empirical Evidence. Marketing Bulletin, 10:65–75.
19. Day, G. S., and Wensley, R., 1988. Assessing Competitive Advantage:A Framework for Diagnosing Competitive Superiority. Journal of Marketing, 52:1–20.
20. Deng, Shengliang, and Dart, Jack. 1994. Measuring Market Orientation:A Multi-factor, Multi-item Approach. Journal of Marketing Management, 10:725–742.
21. Deng, Shengliang, and Dart, Jack. 1995. The Impact of Economic Liberalization on Marketing Practices in the People's Republic of China. European Journal of Marketing, 29(2):6–22.
22. Deng, Shengliang, and Dart, Jack. 1999. The Market Orientation of Chinese Enterprises during a Time of Transition. European Journal of Marketing, 33(5/6):631–654.
23. Deshpande, Rohit, Farley, John U., and Webster, Frederick E., Jr. 1993. Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms:A Quadrad Analysis. Journal of Marketing, 57:23–37. (January)
24. Deshpande, Rohit, and Webster, Frederick E., Jr. 1989. Organizational Culture and Marketing:Defining the Research Agenda. Journal of Marketing, 53:3–15. (January)
25. Diamantopoulos, Adamantios, and Hart, Susan. 1993. Linking Market Orientation and Company Performance Evidence on Kohli and Jaworski's Framework. Journal of Strategic Marketing, 1:93–121.
26. Felton, Arthur P., 1959. Making the Marketing Concept Work. Harvard Business Review, 37:55–65. (July/August)
27. Golden, B. R., 1992. SBU Strategy and Performance:The Moderating Effects of the Corporate -SBU Relationship. Strategic Management Journal, 13:145–158.
28. Gray, Brendan, Matear, Sheelagh, Boshoff, Christo, and Matheson, Phil. 1998. Developing a Better Measure of Market Orientation. European Journal of Marketing, 32(9/10):884–903.
29. Greenley, Gordon E., 1995. Market Orientation and Company Performance:Empirical Evidence From UK Companies. British Journal of Management, 6:1–13.
30. Greenley, Gordon E., and Foxall, Gordon R., 1998. External Moderation of Associations among Stakeholder Orientations and Company Performance. International Journal of Research in Marketing, 15:51–69.
31. Holton, R. H., 1985. Marketing and the Modernization of China. California Management Review, 27(4):33–45.
32. Horng, Shun-Ching, and Chen, Arthur Cheng-Hsui. 1998. Market Orientation of Small and Medium-Sized Firms in Taiwan. Journal of Small Business Management,:79–85. July
33. Houston, Franklin S., 1986. The Marketing Concept:What It Is and What It is Not. Journal of Marketing, 50:81–87. (April)
34. Hunt, Shelby D., and Morgan, Robert M., 1995. The Comparative Advantage Theory of Competition. Journal of Marketing, 59:286–293. (April)
35. Jaworski, Bernard J., and Kohli, Ajay K., 1993. Market Orientation:Antecedents and Consequences. Journal of Marketing, 57:53–70. (July)
36. Joreskog, K. C., and Sorbom, D., 1984. LISREL VI:Analysis of Linear Structural Relationships by Maximum Likelihood, Instrumental Variables and Least Squares Methods, Mooresville:Scientific Software.
37. Kanumgo, R. N., and Jaeger, A. M., 1990. “Introduction:The Need for Indigenous Management in Developing Countries”. In Management in Developing Countries, Edited by:Jager, A. M., and Kanumgo, R. N., New York:Routledge, Champman and Hall, Inc.
38. Keith, R. J., 1960. The Marketing Revolution. Journal of Marketing, 24:35–38. (January)
39. Kindel, Thomas I., 1983. A Partial Theory of Chinese Consumer Behavior:Marketing Strategy Implications. Hong Kong Journal of Business Management, 1:97–110.
40. Kleinman, A. M., 1977. Depression, Somatization and the New Cross-Cultural Psychiatry. Social Science and Medicine, 11:3–10.
41. Kohli, A. K., and Jaworski, B. J., 1990. Market Orientation:The Construct, Research Propositions, and Managerial Implications. Journal of Marketing, 54:1–18.
42. Kohli, A. K., Jaworski, B. J., and Kumar, A., 1993. MARKOR:A Measure of Market Orientation. Journal of Marketing Research, 30:467–477. (November)
43. Kumar, Kamalesh, Subramanian, Ram, and Yauger, Charles. 1998. Examining the Market Orientation-Performance Relationship:A Context-Specific Study. Journal of Management, 24(2):201–233.
44. Levitt, T., 1960. Marketing Myopia. Harvard Business Review, 38(4):45–56.
45. Luo, Yadong, and Chen, Min. 1996. Managerial Implications of Guanxi-based Business Strategies. Journal of International Management, 2:293–316.
46. Lusch, Robert F., and Lusch, Virginia N., 1987. Principles of Marketing, Boston:Kent.
47. Mahatoo, W. H., 1990. Marketing in China. Journal of General Management, 15:63–79. Spring
48. Matear, S., Boshoff, C., Gray, B., and Matheson, P. Models of Market Orientation:A Comparative Study. paper presented at the 8th World Marketing Congress. Kuala Lumpur, Malaysia.
49. McCarthy, Jerome E., and Perreault, William D., Jr. 1990. Basic Marketing-A Managerial Approach, Tenth Edition, Homewood, IL:Irwin.
50. McKitterick, J. B., 1957. “What is the Marketing Management Concept”. In The Frontiers of Marketing Thought and Science, Edited by:Bass, Frank M., 71–81. Chicago:American Marketing Association.
51. Morgan, Robert E., Katsikeas, Constantine S., and Appiah-Adu, Kwaku. 1998. Market Orientation and Organizational Learning Capabilities. Journal of Marketing Management, 14:353–381.
52. Narver, John C., and Slater, Stanley F., 1990. The Effect of a Market Orientation on Business Profitability. Journal of Marketing,:20–35. October
53. Nee, Victor, and Matthews, Rebecca. 1996. Market Transition and Societal Transformation in Reforming State Socialism. Annual Review of Sociology, 22:401–435.
54. Nunnally, J. C., 1978. Psychometric Theory, 2nd ed., New York:McGraw-Hill.
55. Oczkowski, Edward, and Farrell, Mark A., 1998. Discriminating between Measurement Scales Using Non-Nested Tests and Two-Stage Least Squares Estimators:The Case of Market Orientation. International Journal of Research in Marketing, 15:349–366.
56. Pearce, J. A., Robbins, D. K., and Robinson, R. B., 1987. The Impact of Grand Strategy and Planning Formality on Financial Performance. Strategic Management Journal, 8:125–134.
57. Pelham, Alfred M., 1997. Mediating Influences on the Relationship Between Market Orientation and Profitability in Small Industrial Firms. Journal of Marketing,:55–76. Summer
58. Pelham, Alfred M., and Wilson, David T., 1996. A Longitudinal Study of the Impact of Market Structure, Firm Structure, Strategy, and Market Orientation Culture on Dimensions of Small-Firm Performance. Journal of the Academy of Marketing Science, 24(1):27–43.
59. Peng, Mike W., and Heath, Peggy S., 1996. The Growth of the Firm in Planned Economies in Transition:Institutions, Organizations, and Strategic Choice. Academy of Management Review, 21:492–528.
60. Peters, T. J., and Austin, N., 1985. A Passion for Excellence, New York:Random House, Inc.
61. Peters, T. J., and Waterman, R. H., 1982. In Search of Excellence, Cambridge, MA:Harper and Row Publishers, Inc.
62. Pitt, Leyland, Caruana, Albert, and Berthon, Pierre R., 1996. Market Orientation and Business Performance:Some European Evidence. International Marketing Review, 13(1):5–18.
63. Podsakoff, P. M., and Organ, D. W., 1986. Self-Reports in Organizational Research:Problems and Prospects. Journal of Management, 12:531–544.
64. Raju, P. S., Lonial, Subhash C., and Gupta, Yash P., 1995. Market Orientation and Performance in the Hospital Industry. Journal of Health Care Marketing, 15(4):34–41.
65. Robinson, R. B., and Pearce, J. A., 1988. Planned Patterns of Strategic Behavior and Their Relationship to Business-Unit Performance. Strategic Management Journal, 9:43–60.
66. Ruekert, Robert W., 1992. Developing a Market Orientation:An Organizational Strategy Perspective. International Journal of Research in Marketing, 9:225–245.
67. Shama, A., 1992. Transforming the Consumer in Russia and Eastern Europe. International Marketing Review, 9(5):43–59.
68. Siguaw, Judy A., Simpson, Penny M., and Baker, Thomas L., 1998. Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship:The Distributor Perspective. Journal of Marketing, 62:99–111. (July)
69. Slater, Stanley F., and Narver, John C., 1994. Does Competitive Environment Moderate the Market Orientation-Performance Relationship?. Journal of Marketing, 58:46–55. (January)
70. Tan, Justin J., and Litschert, R. J., 1994. Environment-Strategy Relationship and Its Performance Implications:An Empirical Study of the Chinese Electronics Industry. Strategic Management Journal, 15:1–20. (January)
71. Van Egeren, Marsha, and O'Connor, Stephen. 1998. Drivers of Market Orientation and Performance in Service Firms. Journal of Services Marketing, 12(1):39–58.
72. Venkatraman, N., and Ramanujam, V., 1986. Measuring of Business Performance in Strategy Research:A Comparison approach. Academy of Management Review, 11(4):801–814.
73. Weinshall, T. T., 1977. Culture and Management, Harmandsworth:Penguin.
74. Wong, Veronica, and Saunders, John. 1993. Business Orientation and Corporate Success. Journal of Strategic Marketing, 1:20–40. (March)
75. Yau, Oliver H.M., 1988. Chinese Cultural Values:Their Dimensions and Marketing Implications. European Journal of Marketing, 22(5):44–57.
76. Yau, Oliver H.M., Leo, Sin Y.M., Lee, Jenny S.Y., and Tse, Alan C.B., The Development of a Scale for Measuring Relationship Marketing Orientation. Working Paper, Faculty of Business, Chinese Management Research Centre. City University of Hong Kong.