Market-driving versus market-driven: Divergent roles of market orientation in business relationships

Industrial Marketing Management

Volumn 33, Issue 3, 2004, Pages 207-217

  Tuominen, Matti ^a   Rajala, Arto ^a   Möller, Kristian ^a  

^a HELSINKI SCHOOL OF ECONOMICS   (Finland)

Author keywords

Collaboration; Customer intimacy; Market orientation

Indexed keywords

EID: 1342333159     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2003.10.010     Document Type: Article

References (49)

1. Andersen P.H. A foot in the door: Relationships marketing efforts towards transaction-oriented customers Journal of Marketing-Focused Management 5 2002 91-108
2. Anderson J.C. Narus J.A. Business market management: Understanding, creating, and delivering value 1999 Prentice-Hall New Jersey
3. Armstrong J.S. Overton T.S. Estimating non-response bias in mail surveys Journal of Market Research 14 1977, August 396-402
4. Baker W.E. Sinkula J.M. Market orientation, learning orientation and product innovation: Delving into the organization's black box* Journal of Marketing-Focused Management 5 2002 5-23
5. Churchill G.A. A paradigm for developing better measures of marketing constructs Journal of Market Research 16 1979, February 64-73
6. Day G.S. The capabilities of market-driven organizations Journal of Marketing 58 1994, October 37-52
7. Day G.S. Managing marketing relationships Journal of the Academy of Marketing Science 28 1 2000 55-66
8. Day G.S. & Van den Bulte C. (2002). Superiority in customer relationship management: Consequences for competitive advantage and performance. Working paper (September). Wharton School; University of Pennsylvania.
9. Deshpandé R. Farley J.U. Webster F.E. Jr. Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis Journal of Marketing 57 1993, January 23-57
10. Deshpandé R. Webster Jr. F.E. Organizational culture and marketing: Defining the research agenda Journal of Marketing 53 1989, January 3-15
11. Gray B.J. Greenley G.E. Matear S.M. Matheson P.K. Thriving on turbulence Journal of Marketing-Focused Management 16 4 1999 231-257
12. Grewal R. Tansuhaj P. Building organizational capabilities for managing economic crisis: The role of market orientation and strategic flexibility Journal of Marketing 65 2001, April 67-80
13. Hair J.F. Anderson R.E. Tatham R.L. Black W.C. Multivariate data analysis 1995 Macmillan New York
14. Håkansson H. Snehota I. Developing relationships in business networks 1995 Routledge London
15. Heide J.B. Interorganizational governance in marketing channels Journal of Marketing 58 1994, January 71-85
16. Heide J.B. John G. Do norms matter in marketing relationships? Journal of Marketing 56 1992, April 32-44
17. Helfert G. Ritter T. Walter A. Redefining market orientation from a relationship perspective European Journal of Marketing 36 9/10 2002 1119-1139
18. Hoekstra J.C. Leeflang P.S.H. Wittink D.R. The customer concept: The basis for a new marketing paradigm Journal of Marketing-Focused Management 4 1999 43-76
19. Homburg Ch. On closeness to the customer in industrial markets Journal of Business-to-Business Marketing 4 4 1998 35-72
20. Homburg Ch. Krohmer H. Workman Jr. J.P. Strategic consensus and performance: The role of strategy type and market-related dynamism Strategic Management Journal 20 1999 339-357
21. Hurley R.F. Hult G.T.M. Innovation, market orientation, and organizational learning: An integration and empirical examination Journal of Marketing 62 1998, July 42-54
22. Jaworski B.J. Kohli A.K. Market orientation: Antecedents and consequences Journal of Marketing 57 1993, July 53-70
23. Jaworski B.J. Kohli A.K. Sahay A. Market-driven versus driving markets Journal of the Academy of Marketing Science 28 1 2000 45-54
24. Johnson J.L. Pui-Wan Lee R. Saini A. Grohmann B. Market-focused strategic flexibility: Conceptual advances and an integrative model Journal of the Academy of Marketing Science 31 1 2003 74-89
25. Kohli A.K. Jaworski B.J. Market orientation: The construct, research propositions, and managerial implications Journal of Marketing 54 1990 1-18
26. Kohli A.K. Jaworski B.J. Kumar A. MARKOR: A measure of market orientation Journal of Marketing Research 30 1993, November 467-477
27. Lachenbruch P.A. Discriminant analysis 1975 Hafner Press New York
28. Levitt Th. Marketing myopia Harvard Business Review 1960, July-August 45-56
29. Lichtenthal J.D. Wilson D.T. Becoming market oriented Journal of Business Research 24 1992 191-207
30. Locander W.B. Hamilton F. Ladik D. Stuart J. Developing a leadership-rich culture: The missing link to creating a market-focused organization Journal of Marketing-Focused Management 5 2000 149-163
31. Martin J.H. Grbac B. Using supply chain management to leverage a firm's market orientation Industrial Marketing Management 32 2003 25-38
32. Matsuno K. Mentzer J.T. The effects of strategy types on the market orientation-performance relationship Journal of Marketing 64 2000, October 1-16
33. Miles R.E. Snow C.C. Organizational strategy, structure, and process 1978 McGraw-Hill New York
34. Möller K. Halinen A. Relationship marketing theory: Its roots and direction Journal of Marketing Management 16 2000 29-54
35. Möller K. Wilson D.T. (Eds.), Business marketing: An interaction and network perspective 1995 Kluwer Academic Publishing Boston, MA
36. Morgan R.M. Hunt S.D. The commitment-trust theory of relationship marketing Journal of Marketing 58 1994, July 20-38
37. Narver J.C. Slater S.F. The effect of a market orientation on business profitability Journal of Marketing 54 1990 20-35
38. Noble C.H. Sinha R.K. Kumar A. Market orientation and alternative strategic orientations: A longitudinal assessment of performance implications Journal of Marketing 66 2002, October 25-39
39. Nunnally J.C. Psychometric theory 1967 McGraw-Hill New York
40. Parvatiyar A. Sheth J.N. Paradigm shift in interfirm marketing relationships: Emerging research issues Research Marketing 13 1997 233-255
41. Pelham A.M. Influence of environment, strategy, and market orientation on performance in small manufacturing firms Journal of Business Research 45 1999 33-46
42. Schlie E. Yip G. Regional follows global: Strategy mixes in the world automotive industry European Management Journal 18 4 2000 343-354
43. Sharma A.K.R. Grewal D. Value creation in markets: A critical area on focus to business-to-business markets Industrial Marketing Management 30 2001 391-402
44. Sheth J.N. Parvatiyar A. Relationship marketing in consumer markets Journal of the Academy of Marketing Science 23 1995, Fall 255-271
45. Sheth J.N. Sisodia R.S. Sharma A.K.R. The antecedents and consequences of customer-centric marketing Journal of the Academy of Marketing Science 28 1 2000 55-66
46. Simpson P.M. Siguaw J.A. Baker T.L. A model of value creation, supplier behaviour and their impact on reseller-perceived value Industrial Marketing Management 30 2001 119-134
47. Slater S.F. Narver J.C. Customer-led and market-oriented: Let's not confuse the two Strategic Management Journal 19 1998 1001-1006
48. Slater S.F. Narver J.C. Intelligence generation and superior customer value Journal of the Academy of Marketing Science 28 1 2000 120-127
49. Treacy M. Wiersema F. Customer intimacy and other value disciplines Harvard Business Review 71 1993, January-February 84-93