Market orientation in vertical business networks

Journal of Marketing Channels

Volumn 14, Issue 3, 2007, Pages 31-50

  Grzeskowiak, Stephan ^a   Blut, Markus ^b   Kenning, Peter ^b  

^a UNIVERSITY OF ST THOMAS   (United States)

^b UNIVERSITY OF MÜNSTER   (Germany)

Author keywords

Market orientation; Performance; Vertical networks

Indexed keywords

EID: 77952195639     PISSN: 1046669X     EISSN: 15407039     Source Type: Journal    
DOI: 10.1300/J049v14n03_03     Document Type: Article

References (32)

1. Achrol, R.S. (1991), “Evolution of the Marketing Organization: New Forms for Dynamic Environments,” Journal of Marketing, 55 (October), 77-93.
2. Achrol, R.S. and Kotler, P. (1999), “Marketing in the Network Economy,” Journal of Marketing, 63 (4), 146-163.
3. Achrol, R.S. and Stern, L.W. (1988), “Environmental Determinants of Decision-Making Uncertainty in Marketing Channels,” Journal of Marketing Research, 25 (1), 36-50.
4. Anderson, J.C., Hakansson, H., and Johanson, J. (1994), “Dyadic Business Relationships Within a Business Network Context,” Journal of Marketing, 58 (October), 1-15.
5. Bagozzi, R.P. and Yi, Y. (1988), “On the Evaluation of Structural Equation Models,” Journal of the Academy of Marketing Science, 16 (1), 74-95.
6. Baker, T.L., Simpson, P.M., and Siguaw, J.A. (1999), “The Impact of Suppliers’ Perceptions of Reseller Market Orientation on Key Relationship Constructs,” Academy of Marketing Science, 27 (1), 50-58.
7. Churchill, G.A. (1979), “A Paradigm for Developing Better Measures of Marketing Constructs,” Journal of Marketing Research, 16 (February), 64-73.
8. Cohen, W.M. and Levinthal, D.A. (1990), “Absorptive Capacity: A New Perspective on Learning and Inno,” Administrative Science Quarterly, 35 (1), 128.
9. Day, G.S. and Wensley, R. (1983), “Marketing Theory with Strategic Orientation,” Journal of Marketing, 47 (4), 79-89.
10. Deshpande, R., Farley, J.U., and Webster, F.E., Jr. (1993), “Corporate Culture, Customer Orientation, and Innovativeness,” Journal of Marketing, 57 (1), 23.
11. Douglas, S.P. and Craig, C.S. (1983), International Marketing Research. Englewood Cliffs, NJ: Prentice Hall.
12. Emerson, R.M. (1981), “Social Exchange Theory,” in Sociological Perspectives, Rosenberg, Morris and Turner, Ralph, eds. New York: Basic Books.
13. Gupta, A.K and Govindarajan, V. (2000), “Knowledge Flows Within Multinational Corporations,” Strategic Management Journal, 21 (4), 473.
14. Hallén, L., Johanson, J., and Seyed-Mohamed, N. (1991), “Interfirm Adaptation in Business Relationships,” Journal of Marketing, 55 (2), 29-37.
15. Hamel, G. and Prahalad, C.K. (1991), “Corporate Imagination and Expeditionary Marketing,” Harvard Business Review, 69 (4), 81-92.
16. Heide, J.B. and John, G. (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships,” Journal of Marketing Research, 26, 24-36.
17. Homburg, C., Workman, J.P. Jr., and Jensen, O. (2002), “A Configurational Perspective on Key Account Management,” Journal of Marketing, 66 (2), 38.
18. Jaworski, B.J. and Kohli, A.K. (1993), “Market Orientation: Antecedents and Consequences,” Journal of Marketing, 57 (3), 53-71.
19. Kohli, A.K. and Jaworski, B.J. (1990), “Market Orientation: The Construct, Research Propositions, and Managerial Implications,” Journal of Marketing, 54 (2), 1-18.
20. Kohli, A.K., Jaworski, B.J., and Kumar, A. (1993), “MARKOR: A Measure of Market Orientation,” Journal of Marketing Research, 30 (November), 467-477.
21. Lusch, R.F. and Brown, J.R. (1996), “Interdependency, Contracting and Relational Behavior in Marketing Channels,” Journal of Marketing, 60, 19-38.
22. Moorman, C. and Rust, R.T. (1999), “The Role of Marketing,” Journal of Marketing, 63, 180-197.
23. Narver, J.C. and Slater, S.F. (1990), “The Effect of a Market Orientation on Business Profitability,” Journal of Marketing, 54 (October), 63-74.
24. Pfeffer, J. and Salancik, G.R. (1978), The External Control of Organizations: A Resource Dependence Perspective. New York: Harper & Row Publishers, Inc.
25. Phillips, L.W. (1981), “Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing,” Journal of Marketing Research, 18 (November), 395-415.
26. Ruekert, R.W. (1992), “Developing a Market Orientation: An Organizational Strategy Perspective,” International Journal of Research in Marketing, 9 (August), 225-245.
27. 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,” Journal of Marketing, 62 (3), 99-111.
28. Slater, S.F. and Narver, J.C. (1994), “Does Competitive Environment Moderate the Market Orientation-Performance Relationship?” Journal of Marketing, 58 (1), 46-56.
29. Slater, S.F. and Narver, J.C. (1995), “Market Orientation and the Learning Organization,” Journal of Marketing, 59 (3), 63.
30. Thiebaut, J.W. and Kelley, H.H. (1959), The Social Psychology of Groups. New York: John Wiley & Sons, Inc.
31. Wathne, K.H. and Heide, J.B. (2004), “Relationship Governance in a Supply Chain Network,” Journal of Marketing, 68 (1), 73-89.
32. Weick, K.E. (1976), “Educational Organizations as Loosely Coupled Systems,” Administrative Science Quarterly, 21 (1), 1-19.