Delineating the effect of market orientation on services performance: A component-wise approach

Service Industries Journal

Volumn 30, Issue 3, 2010, Pages 375-403

  Tsiotsou, Rodoula H ^a  

^a UNIVERSITY OF MACEDONIA   (Greece)

Author keywords

Competitor orientation; Customer orientation; Interfunctional coordination; Market orientation; Service performance

Indexed keywords

FIRM SIZE; IMPLEMENTATION PROCESS; MODEL; SERVICE SECTOR;

GREECE;

EID: 77951663401     PISSN: 02642069     EISSN: 17439507     Source Type: Journal    
DOI: 10.1080/02642060802236103     Document Type: Article

References (79)

1. Aaker, D.A. (1991). Managing brand equity: Capitalising on the value of a brand name. New York: The Free Press.
2. Agarwal, S., Erramilli, M.K., & Dev, C.S. (2003). Market orientation and performance in service firms: The role of innovation. Journal of Services Marketing, 17(1), 68-82.
3. Anderson, J.C., & Gerbing, D.W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3), 411-423.
4. Augusto, M., & Coelho, F. (2007). Market orientation and new-to-the-world products: Exploring the moderating effects of innovativeness, competitive strength, and environmental forces. Industrial Marketing Management, 38(1), 94-108.
5. Avlonitis, G.J., & Gounaris, S. (1997). Marketing orientation and company performance. Industrial Marketing Management, 26(5), 385-402.
6. Bagozzi, R.P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74-94.
7. Baker, W.E., & Sinkula, J.M. (1999). Learning orientation, market orientation, and innovation: Integrating and extending models of organizational performance. Journal of Market Focused Management, 3(4), 295-308.
8. Balakrishnan, S. (1996). Benefits of customer and competitor orientation in industrial markets. Industrial Marketing Management, 25(4), 257-269.
9. Becherer, R.C., Halstead, D., & Haynes, P. (2001). Marketing orientation in SMEs: Effects of the internal environment. Journal of Research in Marketing and Entrepreneurship, 3(1), 1-17.
10. Bollen, K.A. (1989). Structural equations with latent variables. New York: John Wiley & Sons.
11. Byrne, B.M. (1995). One application of structural equation modelling from two perspectives. In R.H. Hoyle (Ed.), Structural equation modeling: Concepts, issues, and applications (pp. 138-157). Thousand Oaks, CA: Sage Publications.
12. Carr, J.C., & Lopez, T.B. (2007). Examining market orientation as both culture and conduct: Modeling the relationships between market orientation and employee response. Journal of Marketing Theory and Practice, 15(2), 113-125.
13. Carver, C.S. (1989). How should multifaceted personality constructs be tested? Issues illustrated by self-monitoring, attributional style, hardiness. Journal of Personality and Social Psychology, 56(4), 577-585.
14. Chao, P., Fu, J.-P., & Lu, I.-Y. (2007). Strengthening the quality-loyalty linkage: The role of customer orientation and interpersonal relationship. The Service Industries Journal, 27(4), 471-494.
15. Cote, J.A., & Buckley, M.R. (1987). Estimating trait, method, and error variance: Generalizing across seventy construct validation studies. Journal of Marketing Research, 26(3), 315-319.
16. Dawes, J. (2000). Market orientation and company profitability: Further evidence incorporating longitudinal data. Australian Journal of Management, 25(2), 173-200.
17. Day, G.S. (1993). The capabilities of market-driven organizations (Report Number 93-123). Cambridge, MA: Marketing Science Institute.
18. Day, G.S. (1994). The capabilities of market-driven organizations. Journal of Marketing, 58(4), 37-52.
19. Day, G.S., & Nedungadi, P. (1994). Managerial representations of competitive advantage. Journal of Marketing, 58(2), 31-44.
20. Day, G.S., & Wensley, R. (1983). Marketing theory with a strategic orientation. Journal of Marketing, 47(Fall), 79-89.
21. Day, G.S., & Wensley, R. (1988). Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing, 52(2), 1-20.
22. Deshpande, R., & Farley, J.U. (1998). Measuring market orientation: Generalisation synthesis. Journal of Market Focused Management, 10(8), 213-232.
23. Deshpande, R., & Webster, F.E. (1989). Organizational culture and marketing: Defining the research agenda. Journal of Marketing, 53(January), 3-15.
24. Deshpande, R., Farley, J.U., & Webster, F.E. (1993a). Corporate culture, customer orientation and innovativeness in Japanese firms: A quadrad analysis. Journal of Marketing, 57(1), 23-37.
25. Deshpande, R., Farley, J.U., & Webster, F.E. (1993b). Organizational culture and marketing: Defining the research agenda. Journal of Marketing, 53(1), 3-15.
26. Dobni, C.B., & Luffman, G.A. (2000). Implementing marketing strategy through a market orien-tation. Journal of Marketing Management, 16(8), 895-916.
27. Felton, A.P. (1959). Making the marketing concept work. Harvard Business Review, 37, 55-65.
28. Fornell, C., & Larker, D.F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
29. Gatignon, A., & Xuereb, J. (1997). Strategic orientation of the firm and new product performance. Journal of Marketing Research, 34(1), 77-90.
30. Gray, B.J., & Hooley, G.J. (2002). Market orientation and service firm performance - a research agenda. European Journal of Marketing, 36(9/10), 980-988.
31. Gray, B.J., Matear, S., Boshoff, C., & Matheson, P. (1998). Developing a better measure of market orientation. European Journal of Marketing, 32(9/10), 884-903.
32. Greenly, G.E. (1995). Market orientation and company performance: Empirical evidence from UK companies. British Journal of Management, 6(1), 1-13.
33. Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E., & Tatham, R.L. (2006). Multivariate data analysis (6th ed.). Upper Saddle River, NJ: Pearson Prentice Hall.
34. Han, J.K., Kim, N., & Srivastava, R.K. (1998). Market orientation and organizational performance: Is innovation a missing link? Journal of Marketing, 62(4), 30-45.
35. Harrigan, K.R. (1983). Research methodologies for contingency approaches to business strategy. Academy of Management Review, 8(3), 398-405.
36. Heiens, R.A. (2000). Market orientation: Toward an integrated framework. Academy of Marketing Science Review, 2000(1). Retrieved April 22, 2008, from http://www.amsreview.org/articles/heiens01-2000.pdf
37. Homburg, C., & Pflesser, C. (2000). A multiple-layer model of market-oriented organizational culture: Measurement issues and performance outcomes. Journal of Marketing Research, 37(4), 449-462.
38. Hooley, G.J., Lynch, J.E., & Shepherd, J. (1990). The marketing concept: Putting the theory into practice. European Journal of Marketing, 24(9), 7-23.
39. Hooley, G., Cox, T., Fahy, J., Shipley, D., Beracs, J., Fonfara, K., et al. (2000). Market orientation in the transition economies of central Europe: Tests of the Narver and Slater market orientation scales. Journal of Business Research, 50(3), 273-285.
40. Hoyle, R.H. (1995). Structural equation modeling: Concepts, issues, and applications. Thousand Oaks, CA: Sage Publications.
41. Hunt, S.D., & Lambe, J.C. (2000). Marketing's contribution to business strategy: Market orientation, relationship marketing, and resource-advantage theory. International Journal of Management Reviews, 2(1), 17-44.
42. Hunt, S.D., & Morgan, R.M. (1995). The comparative advantage theory of competition. Journal of Marketing, 59(2), 1-15.
43. Jaworski, B.J., & Kohli, A.K. (1993). Market orientation: Antecedents and consequences. Journal of Marketing, 57(3), 53-70.
44. Jonckers, P. (2005). General trends and skill needs in the tourism sector in Europe. In O. Strietska-Ilina & M. Tessaring (Eds.), Trends and skill needs in tourism (pp. 7-12). Luxembourg: Office for Official Publications of the European Communities.
45. Joreskog, K., & Sorbom, D. (1993). LISREL 8: Structural equation modeling with the SIMPLIS command language. Hillsdale, NJ: Lawrence Erlbaum Associates.
46. Kohli, A.K., & Jaworski, B.J. (1990). Market orientation: The construct, research propositions, and managerial implications. Journal of Marketing, 54(2), 1-18.
47. Kohli, A., Jaworski, B., & Kumar, A. (1993). MARKOR: A measure of market orientation. Journal of Marketing Research, 30(November), 476-478.
48. Lado, N., Maydeu-Olivares, A., & Rivera, J. (1998). Measuring market orientation in several popu-lations: A structural equations model. European Journal of Marketing, 32(1/2), 23-39.
49. Lafferty, B.A., & Hult, G.T.M. (2001). A synthesis of contemporary market orientation perspectives. European Journal of Marketing, 35(1/2), 92-109.
50. Langerak, F. (2002). What is the predictive power of market orientation? (Report Series Research in Management). Rotterdam, The Netherlands: Erasmus Research Institute of Management, Erasmus University Rotterdam. Retrieved March 2, 2008, from http://repub.eur.nl/publications/eco_man/index/800903610/
51. Langerak, F. (2003). An appraisal of research on the predictive power of market orientation. European Management Journal, 21(4), 447-464.
52. Manzano, A.J., Kuster, I., & Vila, N. (2005). Market orientation and innovation: An inter-relationship analysis. European Journal of Innovation Management, 8(4), 437-452.
53. Matear, S., Osborne, P., Garrett, T., & Gray, B. (2002). How does market orientation contribute to service firm performance? An examination of alternative mechanisms. European Journal of Marketing, 36(9/10), 1058-1075.
54. Matsuno, K., & Mentzer, J.T. (2000).Theeffectsofstrategytypeonthemarketorientation-performance relationship. Journal of Marketing, 64(4), 1-16.
55. Mavondo, F.T., & Farrell, M.A. (2000). Measuring market orientation: Are there differences between business marketers and consumer marketers? Australian Journal of Management, 25(2), 223-244.
56. McNaughton, R.B., Osborne, P., Morgan, R.E., & Kutwaroo, G. (2001). Market orientation and firm value. Journal of Marketing Management, 17(516), 521-542.
57. Narver, J.C., Park, S.Y., & Slater, S.F. (1992). Market orientation, information and marketing strategies. Paper presented at the1992American Marketing Association Summer Educators Conference, Chicago, IL.
58. Narver, J.C., & Slater, S.F. (1990). The effect of a market orientation on business profitability. Journal of Marketing, 54(4), 20-35.
59. Noble, C.H., Sinha, R.K., & Kumar, A. (2002). Market orientation and alternative strategic orien-tations: A longitudinal assessment of performance implications. Journal of Marketing, 66(4), 25-39.
60. Pelham, A.M. (1997). Mediating influences on the relationship between market orientation and profitability in small industrial firms. Journal of Marketing Theory and Practice, 5(3), 1-23.
61. Piercy, N. (1989). Marketing concepts and actions: Implementing market-led strategic change. European Journal of Marketing, 24(2), 24-42.
62. Reichheld, F.F., & Sasser, E.W. (1990). Zero defections: Quality comes to services. Harvard Business Review, 68(5), 105-111.
63. Ries, A., & Trout, J. (1986). Marketing warfare. New York: McGraw-Hill.
64. Ruekert, R.W. (1992). Developing a market orientation: An organizational strategy perspective. International Journal of Research in Marketing, 9(3), 225-245.
65. Sanchez, R., Heene, A., & Thomas, H. (1996). Dynamics of competence-based competition. New York: Elsevier Science.
66. Sapienza, H., Smith, K.G., & Gannon, M. (1988). The comparability of objective and subjective per-formance measures in small business research. The American Journal of Small Business, 12, 45-53.
67. Siguaw, J.A., Simpson, P.M., & Baker, T.L. (1998). Effects of supplier market orientation on distributor market orientation and the channel relationship: The distributor perspective. Journal of Marketing, 62(3), 99-111.
68. Sin, L., Tse, A., Heung, V., & Yim, F. (2005). An analysis of the relationship between market orien-tation and business performance in the hotel industry. Hospitality Management, 24(4), 555-577.
69. Slater, S.F., & Narver, J.C. (1994a). Market orientation, performance, and competitive strategy (Working Paper).
70. Slater, S.F., & Narver, J.C. (1994b). Does competitive environment moderate the market orientation-performance relationship? Journal of Marketing, 58(January), 46-55.
71. Slater, S.F., & Narver, J.C. (1995). Market orientation and the learning organization. Journal of Marketing, 59(3), 63-74.
72. Van Egeren, M., & O'Connor, S. (1998). Drivers of market orientation and performance in service firms. Journal of Services Marketing, 12(1), 39-58.
73. Vorhies, D.W., Harker, M., & Rao, C.P. (1999). The capabilities and performance advantages of market-driven firms. European Journal of Marketing, 33(11/12), 1171-1202.
74. Ward, S., Girardi, A., & Lewandowska, A. (2006). A cross-national validation of the Narver and Slater market orientation scale. Journal of Marketing Theory and Practice, 14(2), 155-167.
75. Whittington, R., & Whipp, R. (1992). Professional ideology and marketing implementation. European Journal of Marketing, 26(1), 52-62.
76. World Tourism Organization (2004). International tourism in Lithuania. Retrieved January 15, 2008, from http://pub.unwto.org:81/WebRoot/Store/Shops/Infoshop/Products/1341/1341-1.pdf
77. Zeithaml, V.A., Varadarajan, R., & Zeithaml, C.P. (1988). The contingency approach: Its foundations and relevance to theory building and research in marketing. European Journal of Marketing, 22(7), 37-64.
78. Zhou, Z.K., Brown, J.R., Dev, C.S., & Agarwal, S. (2007). The effect of customer and competitor orientations on performance in global markets: A contingency analysis. Journal of International Business Studies, 38(March), 303-319.
79. Zhou, Z., & Nakata, C. (2007). Reexamining the link between customer orientation and business performance: The role of information systems. Journal of Marketing Theory and Practice, 15(3), 187-203.