The impact of market orientation dimensions on client cooperation in the development of new service innovations

European Journal of Marketing

Volumn 45, Issue 1, 2011, Pages 43-67

  Jiménez Zarco, Ana Isabel ^a   Martínez Ruiz, María Pilar ^b   Izquirdo Yusta, Alicia ^c  

^a UNIVERSITAT OBERTA DE CATALUNYA   (Spain)

^b UNIVERSITY OF CASTILLA LA MANCHA   (Spain)

^c Facultad de Ciencias Económicas y Empresariales   (Spain)

Author keywords

Innovation; Market orientation; Services; Spain

Indexed keywords

EID: 79551483038     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090561111095595     Document Type: Article

References (110)

1. Achrol, R.S. and Kotler, P. (1999), "Marketing in the network economy" in Journal of Marketing, Vol. 63, pp. 146-63, special issue.
2. Ahuja, G. (2000a), "Collaboration networks, structural holes, and innovation: a longitudinal study" in Administrative Science Quarterly, Vol. 45, pp. 425-55.
3. Ahuja, G. (2000b), "The duality of collaboration: inducements and opportunities in the formation of inter-firm linkages" in Strategic Management Journal, Vol. 21, No. 3, pp. 317-43.
4. Appleyard, M.M. (2003), "The influence of knowledge accumulation on buyer-supplier co-development projects" in Journal of product Innovation Management, Vol. 20, pp. 356-73.
5. Argyres, N.S. (1999), "The impact of information technology on coordination: evidence from the B-'Stealth' bomber" in Organization Science, Vol. 10, No. 2, pp. 62-180.
6. Atuahene-Gima, K. (1995), "An exploratory analysis of the impact of market orientation on new product performance" in Journal of Product Innovation Management, Vol. 12, pp. 275-93.
7. Atuahene-Gima, K., Slater, S.F. and Olson, E.M. (2005), "The contingent value of responsive and proactive market orientations for new product program performance" in Journal of Product Innovation Management, Vol. 22, pp. 464-82.
8. Avlonitis, G.J.A. and Gounaris, S.P. (1999), "Marketing orientation and its determinants: an empirical analysis" in European Journal of Marketing, Vol. 33, No. 11, pp. 1003-37.
9. Bagozzi, R.P. (1975), "Marketing as exchange" in Journal of Marketing, Vol. 39, October, pp. 32-9.
10. Baker, W.E. and Sinkula, J.M. (2005), "Market orientation and the new product paradox" in Journal of Product Innovation Management, Vol. 22, No. 6, pp. 483-502.
11. Bendapudi, N. and Leone, R.P. (2003), "Psychological implications of consumer participation in co-production" in Journal of Marketing, Vol. 67, January, pp. 14-28.
12. Bhattacharya, C.B. and Sen, S. (2003), "Consumer-company identification: a framework for understanding consumers' relationship with companies" in Journal of Marketing, Vol. 67, April, pp. 76-88.
13. Bstieler, L. (2006), "Trust formation in collaborative new product development" in Journal of Product Development Management, Vol. 23, pp. 56-72.
14. Cadogan, J.W. and Diamantopoulos, A. (1995), "Narver and Slater, Kohli and Jaworski and the market orientation construct: integration and internationalization" in Journal of Strategic Marketing, Vol. 3, pp. 41-60.
15. Carbonell-Foulquié, P., Rodriguez-Escudero, A.I. and Pujari, D. (2008), "Efectos Positivos de la Implicación del Consumidor en el Desarrollo de Nuevos Servicios" in Universia Business Review, Vol. 19, pp. 100-17.
16. Chelariu, C., Outtarra, A. and Dadzie, K.Q. (2002), "Market orientation in Ivory Coast: measurement validity and organizational antecedents in a Sub-Saharan African economy" in Journal of Business & Industrial Marketing, Vol. 17, No. 6, pp. 456-70.
17. CIDEM (2004), Guía de Gestion de la Innovacion, CIDEM, Barcelona.
18. Das, T.K. and Teng, B.S. (2004), "A resource-based theory of strategic alliances" in Journal of Management, Vol. 26, No. 1, pp. 31-60.
19. Dawes, J. (2000), "Market orientation and profitability: further evidence incorporating longitudinal data" in Australian Journal of Management, Vol. 25, No. 2, pp. 173-200.
20. Day, G.S. and Wensley, R. (1983), "Marketing theory with strategic orientation" in Journal of Marketing, Vol. 47, pp. 79-89.
21. Deeds, D.L. and Rothaermel, F. (2003), "Honeymoons and liabilities: the relationship between age and performance in research and development alliances" in Journal of Product Innovation Management, Vol. 20, No. 6, pp. 468-85.
22. Deshpandé, R. and Farley, J.U. (1999), "Executive insights: corporate culture and marketing orientation: comparing Indian and Japanese firms" in Journal of International Marketing, Vol. 17, No. 4, pp. 353-62.
23. Dogson, M. (1993), "Learning, trust and technological collaboration" in Human Relations, Vol. 46, No. 1, pp. 77-95.
24. Dyer, J.H. (1997), "Effective interfirm collaboration: how firms minimize transaction costs and maximize transaction value" in Strategic Management Journal, Vol. 18, No. 7, pp. 535-56.
25. 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.
26. Elg, U. and Paavola, H. (2008), "Market orientation of retail brands in the grocery chain: the role of supplier relationships" in The International Review of Retail, Distribution and Consumer Research, Vol. 18, No. 2, pp. 221-33.
27. Escorsa, P. and Valls, J. (2003), Tecnología e innovación en la empresa, Ediciones Universidad Politécnica de Catalunya, Barcelona.
28. Eurostat (2004), Estadísticas de Innovación, available at: http://cordis.europa.eu/itt/itt-es/04- 3/innov01.htm.
29. Faems, D., Van Lloy, B. and Debackere, K. (2005), "Inter-organizational collaboration and innovation: toward a portfolio approach" in Journal of Product Innovation Management, Vol. 22, No. 3, pp. 238-50.
30. Frishammar, J. (2003), "Information use in strategic decision making" in Management Decision, Vol. 41, No. 4, pp. 318-26.
31. Froehle, C.M., Roth, A.V., Chase, R.B. and Voss, C.A. (2000), "Antecedents of new service development effectiveness: an exploratory examination of strategic operations choice" in Journal of Service Research, Vol. 13, No. 1, pp. 3-17.
32. Füller, J., Jawecki, G. and Mühlbacher, H. (2007), "Innovation creation by online basketball communities" in Journal of Business Research, Vol. 60, pp. 60-71.
33. Füller, J., Matzler, K. and Hoppe, M. (2008), "Brand community members as a source of innovation" in Journal of Product Innovation Management, Vol. 25, pp. 608-19.
34. Grönroos, C. (1980), "Designing a long range marketing strategy for services" in Long Range Planning, Vol. 13, April, pp. 36-42.
35. Grönross, C. (1994), "From marketing mix to relationship marketing: towards a paradigm shift in marketing" in Management Decision, Vol. 32, No. 2, pp. 4-20.
36. Grönroos, C. (2000), "Relationship marketing: interaction, dialogue and value" in Revista Europea de Dirección y Economía de la Empresa, Vol. 9, No. 3, pp. 13-24.
37. Grunert, K.G., Fruensgaard-Jeppesen, L., Risom-Jespersen, K. and Sonne, A.M. (2005), "Market orientation of value chains: a conceptual framework based on four case studies from the food industry" in European Journal of Marketing, Vol. 39, Nos 5/6, pp. 428-55.
38. Gummesson, E. (1987), "The new marketing - developing long-term interactive relations" in Long Range Planning, Vol. 20, No. 4, pp. 10-20.
39. Hagedoorn, J. (2002), "Inter-firm R&D partnership: an overview of major trends and patterns since 1960" in Research Policy, Vol. 31, No. 4, pp. 477-92.
40. Hair, J.F., Anderson, R.E., Tatham, R.L. and Black, W.C. (2001), Multivariate Data Analysis, 5th ed., Prentice-Hall, Englewood Cliffs, NJ.
41. Han, J.K., Kim, N. and Srivastava, R.K. (1998), "Marketing orientation and organizational performance: is innovation a missing link?" in Journal of Marketing, Vol. 62, October, pp. 30-45.
42. Herstatt, C. and Von Hippel, E. (1992), "From experience: developing new product concepts via the lead user method: a case study in a 'low tech' field" in Journal of Product Innovation Management, Vol. 9, pp. 213-21.
43. Hillebrand, B. and Biemans, W.G. (2004), "Links between internal and external cooperation in product development: an exploratory study" in Journal of Product Innovation Management, Vol. 21, pp. 110-22.
44. Hult, G.T., Ketchen, D.J. and Slater, S.F. (2005), "Market orientation and performance: an integration of disparate approach" in Strategic Management Journal, Vol. 26, pp. 1173-81.
45. Jackson, B. (1985), "Building customer relationship to last" in Harvard Business Review, Vol. 63, November-December, pp. 120-8.
46. Jaworski, B.J. and Kohli, A.K. (1993), "Market orientation: antecedents and consequences" in Journal of Marketing, Vol. 57, July, pp. 53-70.
47. Johnston, R. and Lawrence, P.R. (1988), "Beyond vertical integration: the rise of the value-adding partnership" in Harvard Business Review, Vol. 66, July-August, pp. 94-101.
48. Kahn, K.B. (2001), "Market orientation, interdepartmental integration, and product development performance" in Journal of Product Innovation Management, Vol. 18, pp. 314-23.
49. Kohli, A.J. and Jaworski, B.J. (1990), "Market orientation: the construct, research propositions, and managerial implications" in Journal of Marketing, Vol. 54, April, pp. 1-18.
50. Kuada, J. and Buatsi, S.N. (2005), "Market orientation and management practices in Ghanaian firms: revisiting the Jaworski and Kohli framework" in Journal of International Marketing, Vol. 13, No. 1, pp. 58-88.
51. Kwon, Y.C. and Hu, M.Y. (2000), "Market orientation among small Korean exporters" in International Business Review, Vol. 9, No. 1, pp. 61-75.
52. 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, No. 3, pp. 221-34.
53. Langerak, F. (2003), "An appraisal of research on the predictive power of market orientation" in European Management Journal, Vol. 21, No. 4, pp. 447-64.
54. Leenders, M.A.A.M. and Wierenga, B. (2002), "The effectiveness of different mechanisms for integrating marketing and R&D" in Journal of Product Innovation Management, Vol. 19, No. 4, pp. 305-17.
55. Lilien, G.L., Morrison, P.D., Searls, K., Sonnack, M. and Von Hippel, E. (2002), "Performance assessment of the lead user idea-generation process for new development product" in Management Science, Vol. 48, No. 8, pp. 1042-59.
56. Lukas, B.A. and Farrell, O. (2000), "The effect of market orientation on product innovation" in Journal of the Academy of Marketing Science, Vol. 28, No. 2, pp. 239-47.
57. McDonough, E.F. III (2000), "Investigation of factors contributing to the success of cross-functional teams" in Journal of Product Innovation Management, Vol. 17, pp. 221-35.
58. Malhotra, N.K. (1997), Investigación de Mercados. Un Enfoque Práctico, Prentice-Hall, Mexico.
59. Maltz, E. and Kohli, A.K. (1996), "Intelligence dissemination across functional boundaries" in Journal of Marketing Research, Vol. 15, February, pp. 47-61.
60. Marsh, S.J. and Stock, G.N. (2003), "Building dynamic capabilities in new product development through intertemporal integration" in Journal of Product Innovation Management, Vol. 20, pp. 136-48.
61. Matthing, J., Saden, B. and Edvardsson, B. (2004), "New service development: learning from and with customers" in International Journal of Service Industry Management, Vol. 15, No. 3, pp. 479-98.
62. Morrison, P.D., Roberts, J.H. and Midgley, D.F. (2004), "The nature of lead users and measurement of leading edge status" in Research Policy, Vol. 33, No. 2, pp. 351-62.
63. Narver, J.C. and Slater, S.F. (1990), "The effects of a market orientation on business profitability" in Journal of Marketing, Vol. 5, October, pp. 20-35.
64. Narver, J.C. and Slater, S.F. (1998), "Additional thoughts on the measurement of market orientation: a comment on Deshpandé and Farley" in Journal of Market-Focused Management, Vol. 2, No. 3, pp. 233-6.
65. Narver, J.C., Slater, S.F. and MacLachlan, D.L. (2004), "Responsive and proactive market orientation and new-product success" in Journal of Product Innovation Management, Vol. 21, pp. 334-47.
66. Narver, J.C., Slater, S.F. and Tieje, B. (1998), "Creating a market orientation" in Journal of Market-Focused Management, Vol. 2, No. 3, pp. 241-56.
67. Nasution, N.H. and Mavondo, F.T. (2008), "Organisational capabilities: antecedents and implications for customer value" in European Journal of Marketing, Vol. 42, Nos 3/4, pp. 477-501.
68. Neale, M.R. and Corkindale, D.R. (1998), "Co-developing products: involving customers earlier and more deeply" in Long Range Planning, Vol. 31, No. 3, pp. 418-25.
69. Nwokah, N.G. (2008), "Strategic market orientation and business performance: the study of food and beverages organizations in Nigeria" in European Journal of Marketing, Vol. 42, Nos 3/4, pp. 279-86.
70. OECD (2005), Science, Technology and Industry: Scoreboard 2005, OECD, Paris, available at: www.scribd.com/doc/7144965/Ciencia-Tecnologia-e-Industria-Ocde-2005.
71. Oubiña, J., Rubio, N. and Yague, M.J. (2006), "Relationships of retail brand manufacturers with retailers" in International Review of Retail, Distribution and Consumer Research, Vol. 16, No. 2, pp. 257-75.
72. Peterson, K.J., Handfield, R.B. and Ragatz, G.L. (2003), "A model of supplier integration into new product development" in Journal of Product Innovation Management, Vol. 20, pp. 284-99.
73. Phua, F.T.T. and Rowlinson, S. (2004), "How important is cooperation to construction project success? A grounded empirical quantification, engineering" in Construction and Architectural Management, Vol. 1, pp. 45-54.
74. Pitta, D. and Fowler, D. (2005), "Online communities and their value to new product developers" in Journal of Product & Brand Management, Vol. 14, 5, Winter, pp. 283-91.
75. Pitta, D.A. and Franzak, F. (1997), "Boundary-spanning product development in consumer markets: learning organization insights" in Journal of Product & Brand Management, Vol. 6, No. 4, pp. 235-49.
76. Prasad, V.K., Ramamurthy, K. and Naidu, G. (2001), "The influence of internet-marketing integration on marketing competencies and export performance" in Journal of International Marketing, Vol. 9, No. 4, pp. 82-110.
77. Rangaswamy, A. and Lilien, G.L. (1997), "Software tools for new product development" in Journal of Marketing Research, Vol. 34, February, pp. 1777-84.
78. Santoro, M.D. (2000), "Success breeds success: the linkage between relationship-intensive and tangible outcomes in industry-university collaborative ventures" in Journal of High Technology Management Research, Vol. 11, No. 2, pp. 255-73.
79. Schulze, J., Thiesse, F., Bach, V. and Österle, H. (2001), "Knowledge enabled customer relationship management" Österle, H., Fleisch, E. and Alt, R. (Eds.), Business Networking. Shaping Collaboration between Enterprises, 2nd ed., Springer-Verlag, New York, NY.
80. Siguaw, J.A., Simpson, P.M. and Baker, T.L. (1998), "Effects of supplier market orientation on distribution market orientation and the channel relationship: the distributor perspective" in Journal of Marketing, Vol. 62, pp. 99-111.
81. Sinkula, J. (1994), "Market information processing and organizational learning" in Journal of Marketing, Vol. 58, January, pp. 35-45.
82. Sinkula, J.M., Baker, W. and Noordewier, T.G. (1997), "A framework for market-based organizational learning: linking values, knowledge, and behavior" in Journal of the Academy of Marketing Science, Vol. 25, Fall, pp. 305-18.
83. Skarzynski, P. and Gibson, R. (2008), Innovation to the Core - A Blueprint for Transforming the Way Your Company Innovates, Harvard Business Press, Boston, MA.
84. Slater, S.F. (1997), "Developing a customer value-based theory of the firm" in Journal of the Academy of Marketing Science, Vol. 25, Spring, pp. 162-7.
85. Slater, S.F. and Narver, J.D. (1992), Superior Customer Value and Business Performance: The Strong Evidence for a Market-Driven Culture, Marketing Science Institute, Cambridge, MA, report number 92-125.
86. Slater, S.F. and Narver, J.D. (1994), "Does competitive environment moderate the market orientation-performance relationship?" in Journal of Marketing, Vol. 58, January, pp. 92-125.
87. Slater, S.F. and Narver, J.D. (1995), "Market orientation and the learning organization" in Journal of Marketing, Vol. 59, No. 3, pp. 63-74.
88. Slater, S.F. and Narver, J.D. (1998), "Customer-led and market-orientated: let's not confuse the two" in Strategic Management Journal, Vol. 19, pp. 1001-6.
89. Slater, S.F. and Narver, J.D. (1999), "Market-orientated is more than being customer-led" in Strategic Management Journal, Vol. 20, pp. 1165-8.
90. Slater, S.F., Olson, E.M. and Hult, G.T.M. (2006), "The moderating influence of strategic orientation on the strategy formation capability-performance relationship" in Strategic Management Journal, Vol. 27, No. 12, pp. 1221-31.
91. Sorensen, C. and Lundh-Snis, U. (2001), "Innovation through knowledge codification" in Journal of Information Technology, Vol. 16, pp. 83-97.
92. Tatikonda, M.V. and Stock, G.N. (2003), "Product technology transfer in the upstream supply chain" in Journal of Product Innovation Management, Vol. 20, pp. 444-67.
93. Thomke, S. and Von Hippel, E. (2002), "Customers as innovators: a new way to create value" in Harvard Business Review, Vol. 80, No. 4, pp. 74-81.
94. Tuonimen, M. and Möller, K. (1996), "Market orientation: a state-of-the-art review" in Proceedings of the 25 EMAC Conference, pp. 1161-81.
95. Tuonimen, M., Rajala, A. and Möller, K. (2004), "Market-driving versus market-driven: divergent roles of market orientation in business relationship" in Industrial Marketing Management, Vol. 33, pp. 207-17.
96. Urban, G.L. and von Hippel, E. (1988), "Lead user analyses for the development of new industrial products" in Management Science, Vol. 34, No. 5, pp. 569-82.
97. Valor, J. and Sabier, S. (2007), "¿Innovan las empresas españolas a través de las TIC?", En Vi Evento Del Ebusiness Center PwC&IESE, IESE, Barcelona, 27 March.
98. Van Zyl, H.J.C. and Mathur-Helm, B. (2007), "Exploring a conceptual model, based on the combined effects of entrepreneurial leadership, market orientation and relationship marketing orientation on South Africa's small tourism business performance" in South African Journal of Business Management, Vol. 38, No. 2, pp. 17-24.
99. Verhees, F.J.H. and Meulenberg, M.T.G. (2004), "Market orientation, innovativeness, product innovation, and performance in small firms" in Journal of Small Business Management, Vol. 42, No. 2, pp. 134-54.
100. Verona, G., Prandelli, E. and Sawhney, M. (2006), "Innovation and virtual environments: towards virtual knowledge brokers", Organization Studies, available at: http://oss.sagepub.com/cgi/rapidpdf/0170840606061073v1.
101. Veyzer, R.W. and Borja De Mozata, B. (2005), "The impact of user-orientated design on new product development: an examination of fundamental relationship" in Journal of Product Innovation Management, Vol. 22, pp. 128-43.
102. Von Hippel, E. (1986), "Lead users: a source of novel product concepts" in Management Science, Vol. 32, No. 7, pp. 791-805.
103. Von Hippel, E. (2001), "User toolkits for innovation" in Journal of Product Innovation Management, Vol. 18, No. 4, pp. 247-57.
104. Von Hippel, E. (2007), "Horizontal innovation networks - by and for users" in Industrial Corporation Change, Vol. 16, No. 2, pp. 293-315.
105. Webster, F.E. (1984), Industrial Marketing Strategy, John Wiley & Sons, New York, NY.
106. Wei, Y.S. and Morgan, N.A. (2004), "Supportiveness of organizational climate, market orientation and new product performance in Chinese firms" in Journal of Product Innovation Management, Vol. 21, pp. 375-88.
107. Winston, E. and Dadzie, K.Q. (2002), "Market orientation of Nigerian and Kenyan firms: the role of top managers" in Journal of Business & Industrial Marketing, Vol. 17, No. 6, pp. 471-80.
108. Instituto Nacional de Estadística (2007), Encuesta Industrial, available at: www.ine.es.
109. Jiménez-Zarco, A.I., Martínez-Ruíz, M.P. and González-Benito, O. (2006), "Success factors in new service performance: a research agenda" in Marketing Review, Vol. 6, pp. 265-83.
110. Nunnally, J.C. (1978), Psychometric Theory, McGraw-Hill, New York, NY.