Predicting market orientation: Chinese retailers in a transitional economy

International Journal of Retail and Distribution Management

Volumn 38, Issue 5, 2010, Pages 360-378

  Sternquist, Brenda ^a   Huang, Ying ^b   Chen, Zhengyi ^c  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b UNIVERSITY OF ARIZONA   (United States)

^c CASE WESTERN RESERVE UNIVERSITY   (United States)

Author keywords

China; Emerging markets; Market orientation; Retailers; Supply chain management

Indexed keywords

EID: 77951462999     PISSN: 09590552     EISSN: None     Source Type: Journal    
DOI: 10.1108/09590551011037581     Document Type: Article

References (56)

1. Bagozzi, R. and Phillips, L. (1982), "Representing and testing organizational theories: a holistic construct" in Administrative Science Quarterly, Vol. 27, No. 3, pp. 459-89.
2. Baker, W.E. and Sinkula, J.M. (1999), "The synergistic effect of market orientation and learning orientation on organizational performance" in Journal of Academy of Marketing Science, Vol. 27, No. 4, pp. 411-17.
3. China Statistics Yearbook (2006), China Statistics Yearbook, China Statistical Publishing House, Beijing.
4. Chung, J., Jin, B. and Sternquist, B. (2007), "The role of market orientation in channel relationships when channel power is imbalanced" in International Review of Retail, Distribution & Consumer Research, Vol. 17, No. 5, pp. 159-76.
5. Deng, S.L. and Dart, J. (1999), "The market orientation of Chinese enterprises during a time of transition" in European Journal of Marketing, Vol. 33, Nos 5/6, pp. 631-54.
6. Deshpandé, R. and Farley, J.U. (1998), "Measuring market orientation: generalization and synthesis" in Journal of Market Focused Management, Vol. 2, No. 3, pp. 213-32.
7. Deshpandé, R. and Farley, J.U. (2004), "Organizational culture, market orientation, innovativeness, and firm performance: an international research odyssey" in International Journal of Research in Marketing, Vol. 21, pp. 3-22.
8. Deshpandé, R., Farley, J.U. and Webster, F. (1993), "Corporate culture, customer orientation, and innovativeness in Japanese firms: a quadrad analysis" in Journal of Marketing, Vol. 57, No. 1, pp. 23-37.
9. Elg, U. (2007), "Market orientation as inter-firm cooperation: an international study of the grocery sector" in European Management Journal, Vol. 25, No. 4, pp. 283-97.
10. Fahy, J., Hooley, G., Cox, T., Beracs, J., Fonfara, F. and Snoj, B. (2000), "The development and impact of marketing capabilities in central Europe" in Journal of International Business Studies, Vol. 31, No. 1, pp. 63-81.
11. Frazier, G.L. (1989), "Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country" in Journal of Marketing, Vol. 53, No. 1, pp. 50-69.
12. Gale, F. and Reardon, T. (2004), "China's modernizing supermarket sector presents major opportunities for US agricultural exporters" in AgExporter, November, pp. 4-8.
13. Ge, G.L. and Ding, D.Z. (2005), "Market orientation, competitive strategy and firm performance: an empirical study of Chinese firms" in Journal of Global Marketing, Vol. 18, Nos 3/4, pp. 115-42.
14. Guo, Q. and Harris, P. (1990), "Retailing reform and trends in China" in International Journal of Retail & Distribution Management, Vol. 18, No. 5, pp. 31-9.
15. Henry, G.T. (1998), "Practical sampling" in Bickman, L. and Rog, D. (Eds.), Handbook of Applied Social Research Methods, Sage, Thousand Oaks, CA, pp. 101-26.
16. Hu, D., Reardon, T., Rozelle, S., Timmer, P. and Wang, H. (2004), "The emergence of supermarkets with Chinese characteristics: challenges and opportunities for China's agricultural development" in Development Policy Review, Vol. 22, pp. 557-86.
17. Hurley, R.F. and Hult, T.M. (1998), "Innovation, market orientation, and organizational learning: an integration and empirical examination" in Journal of Marketing, Vol. 62, No. 3, pp. 42-54.
18. Jaworski, B.J. and Kohli, A.K. (1993), "Market orientation: antecedents and consequences" in Journal of Marketing, Vol. 57, No. 3, pp. 53-70.
19. Kang, J., Zhi, D., Xie, Z. and Sheng, Z. (2006), IBM Institute for Business Value Report, available at: www.ccfa.org.cn/zhuanti/baogao/06gongshang.mht!06gongshang.files/frame.htm (accessed September 12, 2007).
20. Kelley, H.H. (1965), "Two functions of reference groups" in Proshansky, H. and Siedenberry, B. (Eds.), Basic Studies in Social Psychology, Holt Rineholt and Winston, New York, NY, pp. 210-14.
21. Kirca, A.H., Jayachandran, S. and Bearden, W.O. (2005), "Market orientation: a meta-analytic review and assessment of its antecedents and impact on performance" in Journal of Marketing, Vol. 69, No. 2, pp. 24-41.
22. Kohli, A.K. and Jaworski, B.J. (1990), "Market orientation: the construct, research propositions, and managerial implications" in Journal of Marketing, Vol. 54, No. 2, pp. 1-18.
23. Kohli, A.K., Jaworski, B.J. and Kumar, A. (1993), "MARKOR: a measure of market orientation" in Journal of Marketing Research, Vol. 30, No. 6, pp. 467-77.
24. Kwaku, A. and Satyendra, S. (1998), "Differences between marketing orientation in foreign and domestic firms in an emerging market: an empirical study on Ghana" in Journal of International Marketing and Marketing Research, Vol. 23, No. 1, pp. 15-25.
25. Langerak, F. (2001), "Effects of market orientation on the behaviors of salespersons and purchasers, channel relationships, and performance of manufacturers" in International Journal of Research in Marketing, Vol. 18, pp. 221-34.
26. Langerak, F., Hultink, E. and Robben, H. (2004), "The impact of market orientation, product advantage, and launch proficiency on new product performance and organizational performance" in Journal of Product Innovation Management, Vol. 21, No. 2, p. 79.
27. Leman, E. (2002), "Choosing locations to build profits" in China Business Review, Vol. 29, No. 5, p. 6.
28. Liu, H. (1995), "Market orientation and firm size: an empirical examination" in European Journal of Marketing, Vol. 29, pp. 57-71.
29. Liu, H. and Davies, G. (1997), "Market orientation in UK multiple retail companies: nature and pattern" in International Journal of Service Industry Management, Vol. 8, pp. 170-87.
30. Liu, S.S., Luo, X. and Shi, Y. (2003), "Market-oriented organizations in an emerging economy: a study of missing links" in Journal of Business Research, Vol. 56, pp. 481-91.
31. Luk, S.T.K. (1998), "Structural changes in China's distribution system" in International Journal of Physical Distribution & Logistics Management, Vol. 28, pp. 44-67.
32. Lukas, B.A., Tan, J.J. and Hult, T.M. (2001), "Strategic fit in transitional economies: the case of China's electronics industry" in Journal of Management, Vol. 27, pp. 409-29.
33. Luo, X., Sivakumar, K. and Liu, S.S. (2005), "Globalization, marketing resources, and performance: evidence from China" in Journal of the Academy of Marketing Science, Vol. 33, No. 1, pp. 50-65.
34. Luo, Y. and Park, S.H. (2001), "Strategic alignment and performance of market-seeking MNCs in China" in Strategic Management Journal, Vol. 22, No. 2, pp. 141-55.
35. Matsuno, K., Mentzer, J. and Rentz, J.O. (2000), "A refinement and validation of the MARKOR scale" in Journal of the Academy of Marketing Science, Vol. 28, No. 4, pp. 527-39.
36. Mohr, J. and Nevin, J.R. (1990), "Communication strategies in marketing channels: a theoretical perspective" in Journal of Marketing, Vol. 54, No. 5, pp. 36-51.
37. Narver, J.C. and Slater, S.F. (1990), "The effect of a market orientation on business profitability" in Journal of Marketing, Vol. 54, No. 5, pp. 20-35.
38. Podsakoff, P.M. and Organ, D.W. (1986), "Self-reports in organizational research: problems and prospects" in Journal of Management, Vol. 12, No. 4, pp. 531-44.
39. Siguaw, J.A., Simpson, P.M. and Baker, T.L. (1998), "Effects of supplier market orientation on distributor market orientation and the channel relationship: the distributor perspective" in Journal of Marketing, Vol. 62, No. 3, pp. 99-111.
40. Sinkula, J.M. (1994), "Market information processing and organizational learning" in Journal of Marketing, Vol. 58, No. 1, pp. 35-45.
41. Slater, S. and Narver, J. (1995), "Market orientation and the learning organization" in Journal of Marketing, Vol. 59, No. 3, pp. 63-74.
42. Soper, D.S. (2007), Post-hoc Statistical Power Calculator, Free Statistics Calculators (Online Software).
43. Sternquist, B. (2007), International Retailing, Fairchild, New York, NY.
44. Sternquist, B., Runyan, R. and Chen, Z. (2008), "The use of buying committees by Chinese retailers: the effects of environment and strategy upon structure" in Journal of Retailing and Consumer Services, Vol. 15, pp. 93-103.
45. Tay, L. and Morgan, N.A. (2002), "Antecedents and consequences of market orientation in charted surveying firms" in Construction Management and Economics, Vol. 20, No. 4, pp. 331-41.
46. Tversky, A. and Kahneman, D. (1971), "Belief in the law of small numbers" in Psychological Bulletin, Vol. 76, pp. 105-10.
47. Varadarajan, P. and Jayachandran, S. (1999), "Marketing strategy: an assessment of the state of the field and outlook" in Journal of Academy of Marketing Science, Vol. 27, No. 2, pp. 120-43.
48. Wang, M.K. (2002), China: Accession to the WTO and Economic Reform, Foreign Languages Press, Beijing.
49. Wing, C.C.K. (1996), "Strategic investment, uncertainty and distribution reform in the People's Republic of China: why a gradual reform strategy works" in Journal of Applied Business Research, Vol. 12, pp. 20-8.
50. Wong, N., Rindfleisch, A. and Burroughs, J.E. (2003), "Do reverse-worded items confound measures in cross-cultural consumer research? The case of the material values scale" in Journal of Consumer Research, Vol. 30, No. 3, pp. 72-91.
51. World Bank (2006), World Development Report 2006: Equity and Development, World Bank, Washington, DC.
52. Zhou, K., Li, J., Zhou, N. and Su, C. (2008), "Market orientation, job satisfaction, product quality, and firm performance: evidence from China" in Strategic Management Journal, Vol. 28, pp. 985-1000.
53. Zhou, K., Yim, C. and Tse, D. (2005), "The effects of strategic orientations on technology- and market-based breakthrough innovations" in Journal of Marketing, Vol. 69, pp. 42-60.
54. Hise, R.T. (1965), "Have manufacturing firms adopted the marketing concept?" in Journal of Marketing, Vol. 29, No. 3, pp. 9-12.
55. McNamara, C.P. (1972), "The present status of the marketing concept" in Journal of Marketing, Vol. 36, No. 1, pp. 50-7.
56. Webster, F.E. (1994), Market-driven Management: Using the New Marketing Concept to Create a Customer-oriented Company, Wiley, New York, NY.