Customer-focus or competitor-focus? A financial services example

Journal of Professional Services Marketing

Volumn 20, Issue 2, 2000, Pages 19-32

  Pleshko, Larry P ^a   Heiens, Richard A ^b  

^a CURTIN UNIVERSITY   (Australia)

^b UNIVERSITY OF TEXAS AT TYLER   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 3042782297     PISSN: 07484623     EISSN: None     Source Type: Journal    
DOI: 10.1300/J090v20n02_03     Document Type: Article

References (35)

1. Day, George S. (1994), “The Capabilities of Market-Driven Organizations," Journal of Marketing, 58 (October), 37-52.
2. Day, George S. and Robin Wensley (1988), “Assessing Advantage: A Framework for Diagnosing Competitive Superiority," Journal of Marketing, 52 (April), 1-20.
3. Deshpande, Rohit and Frederick E. Webster (1989), “Organizational Culture and Marketing: Defining the Research Agenda," Journal of Markting, 53 (January), 3-15.
4. Deshpande, Rohit, John U. Farley and Frederick E. Webster Jr. (1993), “Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis," Journal of Marketing, 57 (January), 23-27.
5. Dess, Gregory, and Richard B. Robinson, Jr. (1984), “Porter’s Generic (1980) Strategies as Determinants of Strategic Group Membership and Organizational Performance," Academy of Management Journal, 27, 467-488.
6. Drucker, Peter F. (1954), The Practice of Management, New York: Harper and Row Publishers.
7. Frazier, Gary. L. and Roy D. Howell (1983), “Business Definition and Performance," Journal of Marketing, 47, 59-67.
8. Hall, Richard H., J. Eugene Haas, and Norman J. Johnson (1967), “Organizational Size, Complexity, and Formalization," American Sociological Review, 32 (December), 903-912.
9. Han, Jin K., Namwoon Kim, and Rajendra K. Srivastava (1998), “Market Orientation and Organizational Performance: Is Innovation a Missing Link?", Journal of Marketing, 62 (October), 30-45.
10. James, Lawrence R. and Allan P. Jones (1976), “Organizational Structure: A Review of Structural Dimensions and their Conceptual Relationships with Individual Attitudes and Behavior," Organizational Behavior Human Performance, 16, 74-113.
11. Jaworski, Bernard J. and Ajay K. Kohli (1993), “Market Orientation: Antecedents and Consequences," Journal of Marketing, 57 (July), 53-70.
12. Keats, Barbara W. and Michael A. Hitt (1988), “A Causal Model of Linkages Among Environmental Dimensions, Macro Organizational Characteristics, and Performance," Academy of Management Journal, 31, 570-598.
13. Keith, Robert J. (1960), “The Marketing Revolution," Journal of Markting, 24 (January), 35-38.
14. Kholi, Ajay and Bernard J. Jaworski (1990), “Market-Orientation: The Construct, Research Propositions, and Managerial Implications," Journal of Marketing, 54 (April), 1-18.
15. Kotler, Phillip (1977), “From Sales Obsession to Marketing Effectiveness," Harvard Business Review, 55 (November/December), 67-75.
16. Lawton, Leigh and A. Parasuraman (1980), ‘The Impact of the Marketing Concept on New Product Planning," Journal of Marketing; 44, 19-25.
17. Levitt, Theodore (1960), “Marketing Myopia," Harvard Business Review, 38(4), 45-56.
18. Lusch, Robert F. and Gene R. Lazniak (1987), ‘The Evolving Marketing Concept, Competitive Intensity, and Organizational Performance,' Journal of the Academy of Marketing Science, 15 (Fall), 1-11.
19. Miller, Danny (1987), “Strategy Making and Structure: Analysis and Implications for Performance," Academy of Management Journal, 30, 7-32.
20. Miller, Danny (1988), “Relating Porter’s Business Strategies to Environment and Structure: Analysis and Performance Implications," Academy of Management Journal, 31, 280-308.
21. Narver, John C. and Stanley F. Slater (1990), ‘The Effect of a Market Orientation on Business Profitability,' Journal of Marketing, 54 (October), 20-35.
22. Payne, Adrian F. (1988), “Developing a Marketing-Oriented Organization," Business Horizons, (May/June), 46-53.
23. Pearce, J. A., D. K. Robbins, and R. B. Robinson (1987), “The Impact of Grand Strategy and Planning Formality on Financial Performance," Strategic Management Journal, 8 (March/April), 125-134.
24. Porter, Michael E. (1980), Competitive Strategy. New York: The Free Press.
25. Ries, Al and Jack Trout (1986), Marketing Warfare, New York: McGraw-Hill, Inc.
26. Ruekert, Robert W. (1992), “Developing a Marketing Orientation: An Organizational Strategy Perspective," International Journal of Research in Marketing, 9, 225-245.
27. Ruekert, Robert W., Orville C. Walker, Jr., and Kenneth J. Roering, (1985), “The Organization of Marketing Activities: A Contingency Theory of Structural Performance," Journal of Marketing, 49 (Winter), 13-25.
28. Schmidt, S. and K. Debevec (1991), “Positioning Strategy for Credit Unions: Know Thy Niche," Journal of Professional Services Marketing, 7, 133-145.
29. Sharma, Subhash and Vijay Mahajan (1980), “Early Warning Indicators of Business Failure," Journal of Marketing, 44, 80-89.
30. Slater, Stanley F. and John C. Narver (1994a), “Does Competitive Environment Moderate the Market Orientation-Performance Relationship?", Journal of Marketing, 58 (January), 46-55.
31. Slater, Stanley F. and John C. Narver (1994b), “Market Orientation, Customer Value, and Superior Performance," Business Horizons, 37, 22-28.
32. Smith, K., J. Guthrie, and M. Chen (1989), “Strategy, Size, and Performance," Organizational Studies, 10, 63-81.
33. Varadarajain, P. Rajan (1986), “Product Diversity and Firm Performance: An Empirical Investigation," Journal of Marketing, 50, 43-57.
34. Venkatraman, N. & Vasudevan Ramanujam (1986), “Measurement of Business Performance in Strategy Research: A Comparison of Approaches," Academy of Management Review, 11, 801-814.
35. Von Hippel, E. (1986), “Lead Users: A Source of Novel Product Concepts," Management Science, 32 (July), 791-805.