Does customer portfolio analysis relate to customer performance? An empirical analysis of alternative strategic perspective

Journal of Business and Industrial Marketing

Volumn 19, Issue 1, 2004, Pages 49-67

  Eng, Teck Yong ^a  

^a ASTON UNIVERSITY   (United Kingdom)

Author keywords

Customer records; Data analysis; Performance measures; United Kingdom

Indexed keywords

EID: 1542297848     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620410516736     Document Type: Review

References (81)

1. Amit, R. and Schoemaker, P. (1993), "Strategic assets and organizational rent", Strategic Management Journal, Vol. 14 No. 1, pp. 33-46.
2. Bain, J. (1951), "Relation of profit rate to industry concentration: American manufacturing, 1936-1940", Quarterly Journal of Economics, Vol. 65, pp. 293-324.
3. Barney, J.B. (1991), "Firm resources and sustained competitive advantage", Journal of Management, Vol. 17, pp. 99-120.
4. Barney, J. and Arikan, A. (2001), The Resource-Based View: Origins and Implications. Handbook of Strategic Management, Houghton Mifflin Company, Boston, MA.
5. Barney, J.B. and Griffin, R.W. (1992), The Management of Organizations: Strategy, Structure, and Behavior, Houghton Mifflin Company, Boston, MA.
6. Calantone, R.J., Cavusgil, S.T. and Zhao, Y. (2002), "Learning orientation, firm innovation capability, and firm performance", Industrial Marketing Management, Vol. 3 No. 6, pp. 515-24.
7. Camelo-Ordaz, C., Martin-Alcazar, F. and Valle-Cabrera, R. (2003), "Intangible resources and strategic orientation of companies: an analysis in the Spanish context", Journal of Business Research, Vol. 56, pp. 95-103.
8. Campbell, N.G. and Cunningham, M.T. (1983), "Customer analysis for strategy development in industrial marketing", Strategic Management Journal, Vol. 4, pp. 369-80.
9. Canning, G. Jr (1982), "Do a value analysis of your customer base", Industrial Marketing Management, Vol. 11, pp. 89-93.
10. Cannon, J.P. and Perreault, W.D. Jr (1999), "Buyer-seller relationships in business markets", Journal of Marketing Research, Vol. 36, November, pp. 439-60.
11. Carrol, G.R. (1993), "A sociological view on why firms differ", Strategic Management Journal, Vol. 14 No. 4, pp. 237-49.
12. Chattopadhyay, P., Glick, W., Miller, C.C. and Huber, G. (1999), "Determinants of executive beliefs: comparing functional conditioning and social influence", Strategic Management Journal, Vol. 20 No. 8, pp. 763-89.
13. Collis, D. (1994), "How valuable are organizational capabilities?", Strategic Management Journal, winter special issue, Vol. 15, pp. 143-52.
14. Dierick, I. and Cool, K. (1989), "Asset stock accumulation and sustainability of competitive advantage", Management Science, Vol. 35 No.12, pp. 1504-11.
15. Elliott, G. and Glynn, W. (1998), "Segmenting financial services markets for customer relationships: a portfolio-based approach", The Service Industries Journal, Vol. 18 No. 3, pp. 38-54.
16. Eng, T.-Y. (1999), "An empirical Investigation into strategic management theories with reference to a portfolio of customer relationships in the services sector", PhD dissertation, UMIST, Manchester.
17. Eng, T.-Y. (2002), "Contributions of learning to strategy in networks", A Joint Research Symposium of European Marketing Academy and Australian and New Zealand Marketing Academy Proceedings, Perth, 15-16 December, available at: www.anzmac.org/symposium.
18. Fiocca, R. (1982), "Account portfolio analysis for strategy development", Industrial Marketing Management, Vol. 11, pp. 53-62.
19. Ford, D. (Ed.) (1997), Understanding Business Markets, 2nd ed., The Dryden Press, Hinsdale, IL.
20. Gatignon, H. and Xuereb, J-M. (1997), "Strategic orientation of the firm and new product performance", Journal of Marketing Research, Vol. 34, February, pp. 77-90.
21. Grant, R.M. (1991), "The resource-based theory of competitive advantage: implications for strategy formulation", California Management Review, Spring, pp. 114-35.
22. Hakansson, H. (Ed.) (1982), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, Wiley, Chichester.
23. Hakansson, H. and Snehota, I. (1995), Developing Relationships in Business Networks, Routledge, London.
24. Hall, R. (1993), "A framework linking intangible resources and capabilities to sustainable competitive advantage", Strategic Management Journal, Vol. 14, pp. 607-18.
25. Hambrick, D. and Snow, C. (1977), "A contextual model of strategic decision making in organizations", Academy of Management Proceedings, pp. 108-12.
26. Han, J.K., Kim, N. and Srivastava, R.K. (1998), "Market orientation and organizational performance: is innovation a missing link?", Journal of Marketing, Vol. 62, October, pp. 30-45.
27. Hansen, G. and Wernerfelt, B. (1989), "Determinants of firm performance: the relative importance of economic and organizational factors", Strategic Management Journal, Vol. 10, pp. 399-411.
28. Hartley, R. (1976), "Use of customer analysis for better market penetration", Industrial Marketing Management, Vol. 5, February, pp. 53-62.
29. Hatten, K.J. and Schendel, D.E. (1977), "Heterogeneity within an industry", Journal of Industrial Economics, Vol. 26, December, pp. 97-113.
30. Hawawini, G., Subramanian, V. and Verdin, P. (2003), "Is performance driven by industry-or firm-specific factors? a new look at the evidence", Strategic Management Journal, Vol. 24, pp. 1-16.
31. Henderson, R. and Cockburn, I. (1994), "Measuring competence? Exploring firm effects in pharmaceutical research", Strategic Management Journal, Vol. 15, pp. 63-84.
32. Henderson, R. and Mitchell, W. (1997), "The interactions of organizational and competitive influences on strategy and performance", Strategic Management Journal, Vol. 18, summer special issue, pp. 5-14.
33. Hunt, S.D. (1997), "Competing through relationships: Grounding relationship marketing in resource-advantage theory", Journal of Marketing Management, Vol. 13, pp. 431-45.
34. Jüttner, U. (1998), "Strategic marketing: tracing the evolution in the network context of competition", in Turnbull, P.W. and Naude, P. (Eds), Network Dynamics in International Marketing, Pergamon, London, pp. 289-311.
35. Khandwalla, P. (1977), The Design of Organizations, Harcourt, Brace, Jovanovitch, New York, NY.
36. Kotler, P., Armstrong, G., Saunders, J. and Wong, V. (1996), Principles of Marketing, Prentice-Hall, London.
37. Krapfel, R., Salmond, D. and Spekman, R. (1991), "A strategic approach to managing buyer-seller relationships", European Journal of Marketing, Vol. 25 No. 9, pp. 22-37.
38. McGahan, A. (1999), "The performance of US corporations: 1981-1994", Journal of Industrial Economics, Vol. 47, pp. 373-95.
39. McGahan, A. and Porter, M. (1997), "How much does industry matter, really?", Strategic Management Journal, Vol. 18, summer special issue, pp. 15-30.
40. MacNeil, I. (1980), The New Social Contract, Yale University Press, New Haven, CT, London.
41. McWilliams A. and Smart, D.L. (1993), "Efficiency vs structure conduct performance: implications for strategy research and practice", Journal of Management, Vol. 19, pp. 63-79.
42. Maijoor, S. and Witteloostuijn V. (1996), "An empirical test of the resource-based theory: strategic regulation in the Dutch audit industry", Strategic Management Journal, Vol. 17 No. 7, pp. 549-69.
43. Makadok, R. (1999), "Interfirm differences in scale economics and the evolution of market shares", Strategic Management Journal, Vol. 20 No. 10, pp. 935-52.
44. Miller, D. (1988), "Relating Porter's business strategies to environment and structure: analysis and performance implications", Academy of Management Journal, Vol. 31, pp. 280-308.
45. Miller, D. and Friesen, P.H. (1983), "Strategy making and environment: the third link", Strategic Management Journal, Vol. 4, pp. 221-35.
46. Morgan, R.E. and Strong, C.A. (1998), "Market orientation and dimensions of strategic orientation", European Journal of Marketing, Vol. 32 No. 11/12, pp. 1051-73.
47. Narver, J.C. and Slater, S.F. (1990), "The effect of a market orientation on business profitability", Journal of Marketing, Vol. 54, October, pp. 20-35.
48. Noble, C.H., Sinha, R.K. and Kumar, A. (2002), "Market orientation and alternative strategic orientations: a longitudinal assessment of performance implications", Journal of Marketing, Vol. 66, October, pp. 25-39.
49. Pardo, C. and Salle, R. (1995), "Defining customer boundaries: the first step in customer portfolio management", in Turnbull, P.W., Yorke, D. and Naude, P. (Eds), Interaction, Relationships and Networks: Past-Present-Future, Vol. 2, IMP 11th International Conference, Manchester Federal School of Business and Management, Manchester, pp. 962-78.
50. Pelham, A.M. and Wilson, D.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, Vol. 24 No. 1, pp. 27-43.
51. Peter, J.P. (1979), "Reliability: a review of psychometric basics and recent marketing practices", Journal of Marketing Research, Vol. 16 No. 1, pp. 6-17.
52. Peteraf, M. (1993), "The cornerstones of competitive advantage: a resource-based view", Strategic Management Journal, Vol, 14, pp. 179-91.
53. Porter, M.E. (1980), Competitive Strategies: Techniques for Analysing Industries and Competitors, The Free Press, New York, NY.
54. Porter, M.E. (1985), Competitive Strategy: Creating and Sustaining Superior Performance, The Free Press, New York, NY.
55. Porter, M.E. (1991), "Towards a dynamic theory of strategy", Strategic Management Journal, Vol. 12, pp. 95-117.
56. Ravenscraft, D.J. (1983), "Structure-profit relationships at the line of business and industry level", Review of Economics and Statistics, Vol. 65, February, pp. 22-31.
57. Robins, J. and Wiersema, M.F. (1995), "A resource-based approach to the multibusiness firm: empirical analysis of portfolio of interrelationships and corporate financial performance", Strategic Management Journal Vol. 16, pp. 277-99.
58. Rumelt, R. (1991), "How much does industry matter?", Strategic Management Journal, Vol. 12, pp. 167-85.
59. Rumelt, R.P., Schendel, D. and Teece, D.J. (1991), "Strategic management and economics", Strategic Management Journal, Vol. 12 Special Issue, pp. 5-29.
60. Scherer, F.M. (1980), Industrial Market Structure and Economic Performance, Houghton-Mifflin, Boston, MA.
61. Schmalensee, R. (1985), "Do markets differ much?", American Economic Review, Vol. 75, pp. 341-51.
62. Shapiro, B., Rangan, K., Moriarty, R. and Ross, E. (1987), "Manage customers for profits (not just sales)", Harvard Business Review, September-October, pp. 101-8.
63. Slater, S.F. and Narver, J.C. (1994), "Does competitive environment moderate the market orientation-performance relationship?", Journal of Marketing, Vol. 58, January, pp. 46-55.
64. Smackey, B. (1977), "A profit emphasis for improving salesforce productivity", Industrial Marketing Management, Vol. 6, April, pp. 135-40.
65. Snow, C. (1976), "The role of managerial perceptions in organizational adaptation: an exploratory study", Academy of Management Proceedings, pp. 249-55.
66. Spanos, Y.E. and Lioukas, S. (2001), "An examination into the causal logic of rent generation: contrasting Porter's competitive strategy framework and the resource-based perspective", Strategic Management Journal, Vol. 22, pp. 907-34.
67. Teece, D., Pisano, G. and Shuen, A. (1997), "Dynamic capabilities and strategic management", Strategic Management Journal, Vol. 18 No. 7, pp. 509-33.
68. Turnbull, P.W. (1990), "A review of portfolio planning models for industrial marketing and purchasing management", European Journal of Marketing, Vol. 24 No. 3, pp. 7-22.
69. Turnbull, P.W. and Valla, J. (1986), Strategies for International Industrial Marketing, Croom Helm, London.
70. Turnbull, P.W. and Zolkiewski, J. (1995), "Customer portfolios: Sales costs and profitability", in Interaction, Relationships and Networks: Past-Present-Future.
71. Turnbull, P.W., Ford, D. and Cunningham, M. (1996), "Interaction, relationships and networks in business markets: an evolving perspective", Journal of Business and Industrial Marketing, Vol. 11 No. 3/4, pp. 44-62.
72. Varadarajan, P.R., Clark, T. and Pride, W.M. (1992), "Controling the uncontrollable: managing your market environment", Sloan Management Review, Vol. 33 No. 2, pp. 39-47.
73. Ward, K. (1993), Strategic Management Accounting, 2nd ed., Prentice-Hall, London.
74. Wernerfelt, B. (1984), "A resource-based view of the firm", Strategic Management Journal, Vol. 5 No. 2, pp. 171-80.
75. Williamson, O. (1975), Markets and Hierarchies: Analysis and Antitrust Implications, The Free Press, New York, NY.
76. Wind, Y. and Mahajan, V. (1981), "Designing product and business portfolios", Harvard Business Review, pp. 155-65.
77. Wind, Y. and Robertson, T. (1983), "Marketing strategy: new directions for theory and research", Journal of Marketing, Vol. 47, Spring, pp. 12-25.
78. Wind, Y., Mahajan, V. and Swire, D. (1983), "An empirical comparison of standardized portfolio models", Journal of Marketing, Vol. 47, Spring, pp. 89-99.
79. Yorke, D.A. and Droussiotis, G. (1994), "The use of client portfolio theory - an empirical survey", Journal of Business and Industrial Marketing, Vol. 9 No. 3, pp. 6-18.
80. Zander, U. and Kogut, B. (1995), "Knowledge and the speed of the transfer and the imitation of organizational capabilities: an empirical test", Organization Science, Vol. 6, pp. 76-92.
81. Zinkhan, G. and Pereira, A. (1994), "An overview of marketing strategy and planning", International Journal of Research in Marketing, Vol. 11 No. 3, pp. 185-218.