The effects of flexible firm orientations on market information use: Intended and unintended consequences

Journal of Strategic Marketing

Volumn 14, Issue 2, 2006, Pages 147-164

  Maltz, Elliot ^a   Menon, Anil ^b   Wilcox, James B ^c  

^a WILLAMETTE UNIVERSITY   (United States)

^b Corporate Brand Strategy & Worldwide Market Intelligence ^*  (United States)

^c TEXAS TECH UNIVERSITY   (United States)

Author keywords

Innovation; Marketing strategy, market research use; Organization culture

Indexed keywords

EID: 84963987121     PISSN: 0965254X     EISSN: 14664488     Source Type: Journal    
DOI: 10.1080/09652540600659780     Document Type: Article

References (64)

1. Amabile, T., 1998. How to kill creativity. Harvard Business Review, 76:76–87.
2. Anderson, J. C., and Gerbing, D. W., 1988. Structural equation modeling in practice:A review and recommended two–step approach. Psychological Bulletin, 103:411–23.
3. Astley, G. W., and Van de Ven, A. H., 1983. Central perspectives and debates in organization theory. Administrative Science Quarterly, 28:245–73.
4. Beyer, J. M., and Trice, H. M., 1982. The utilization process:A conceptual framework and synthesis of empirical findings. Administrative Science Quarterly, 27:591–622.
5. Boynton, A. C., and Victor, B., 1991. Beyond flexibility:Building and managing the dynamically stable organization. California Management Review, 34:53–66.
6. Brown, S. L., and Eisenhardt, K., 1995. “ Product innovation as core capability:The art of dynamic adaptation. ”. In Working Paper Department of Industrial Engineering and Engineering Management, Stanford University
7. Burgelman, R., 1985. Managing the new venture division:Research findings and implications for strategic management. Strategic Management Journal, 6:36
8. Caplan, N., Morrison, A., and Stambaugh, R., 1975. The Use of Social Science Knowledge in Policy Decisions and the National Level, Ann Arbor:Institute for Social Research.
9. Curren, M. T., Folkes, V. S., and Steckel, J. H., 1992. Explanations for successful and unsuccessful marketing decisions:The decision maker's perspective. Journal of Marketing, 56:18–31.
10. Deshpande, R., 1982. The organizational context of market research use. Journal of Marketing, 46:91–101.
11. Deshpande, R., Farley, J., and Webster, F., 1993. Corporate culture, customer orientation, and innovativeness. Journal of Marketing, 57:23
12. Deshpande, R., and Zaltman, Gerald. 1982. Factors Affecting the Use of Market Research Information:A Path Analysis. Journal of Marketing Research,:14–31. 19, February
13. Dillman, D. A., 1998. Mail and Telephone Surveys:The Total Design Method, New York:John Wiley.
14. Dunn, W., 1986. “ Studying knowledge use:A profile of procedures and issues. ”. In Knowledge, Generation, Exchange, and Utilization, Edited by:Beal, G, Dissanayake, W, and Koonoshima, S. Boulder:Westview Press. In
15. Eisenhardt, K. M., and MartinJeffrey, A., 2000. Dynamic capabilities:what are they?. Strategic Management Journal, 59:1105–20.
16. Eisenhardt, K. M., and Tabrizi, B. N., 1995. Accelerating adaptive processes:Product innovation in the global computer industry. Administrative Science Quarterly, 40:84–110.
17. Fisher, R. J., Maltz, E., and Jaworski, B. J., 1997. Enhancing communication between marketing and engineering:The moderating role of relative functional identification. Journal of Marketing, 61:54–70.
18. Fornell, C., and Larcker, D. F., 1981. Structural equation models with unobservable variables and measurement error:Algebra and statistics. Journal of Marketing Research, 18:382–8.
19. Gersick, C. J. G., 1994. Pacing strategic change:The case of a new venture. Academy of Management Journal, 37:9–45.
20. Glazer, R., 1991. Marketing in an information–intensive environment:Strategic implications of knowledge as an asset. Journal of Marketing, 55:1–19.
21. Golden, B., 1992. The Past is the Past–Or Is It? The use of retrospective accounts as indicators of past. Academy of Management Journal, 35(4):848–61.
22. Hedberg, B., Nystrom, P. C., and Starbuck, W. H., 1977. “ Designing organizations to match tomorrow. ”. In Prescriptive Models of Organizations, Edited by:Nystrom, P. C, and Starbuck, W. H. Amsterdam:North Holland. TIMS studies in the management sciences (Vol. V)
23. Huber, G. P., 1984. The nature and design of post–industrial organizations. Management Science, 30:928–51.
24. Huber, G. P., and Powers, R., 1985. Retrospective reports of strategic–level managers:Guidelines for increasing their accuracy. Strategic Management Journal, 6:171–80.
25. Hunt, S., and Vasquez–Parraga, A., 1993. Organizational consequences, marketing ethics, and sales force supervision. Journal of Marketing Research, 30:78–91.
26. John, G., and Martin, J., 1984. Effects of organizational structure of marketing planning on credibility and utilization of plan output. Journal of Marketing Research, 21:170–83.
27. John, G., and Reve, T., 1982. The reliability and validity of key informant data from dyadic relationships in marketing channels. Journal of Marketing Research, 19:517–24.
28. Johnson, N., and Brown, W. B., 1986. The dissemination and use of innovative knowledge. Journal of Product Innovation Management, 3:127–35.
29. Kohli, A. K., and Jaworski, B. J., 1990. Market orientation:The construct, research propositions, and managerial implications. Journal of Marketing, 54:1–18.
30. Kumar, N., Stern, L. W., and Anderson, J. C., 1993. Conducting interorganizational research Using key informants. Academy of Management Journal, 36:1633–651.
31. Lee, H., Acito, F., and Day, R. L., 1987. Evaluation and use of marketing research by decision makers:A behavioral simulation. Journal of Marketing Research, 24:187–96.
32. MacInnis, D. J., and Jaworski, B. J., 1989. Marketing jobs and management controls:Toward a framework. Journal of Marketing Research, 26:406–19.
33. Maltz, E., and Kohli, A. K., 1996. Market intelligence dissemination across functional boundaries. Journal of Marketing Research, 33:47–61.
34. Menon, A., Bharadwaj, S., Adidam, T. P., and Edison, S., 1999. Antecedents and consequences of marketing strategy making:A model and a test. Journal of Marketing, 63(2):18–40.
35. Menon, A., and Varadarajan, R. P., 1992. A model of marketing knowledge use within firms. Journal of Marketing, 56:53–71.
36. Menon, A., and Wilcox, J., 2001. “ USER:A scale to measure use of market research. ”. In Using Market Knowledge, Edited by:Deshpande, R. 243–72. Thousand Oaks:Sage. In
37. Miller, C. C., Cardinal, L. B., and Glick, W. H., 1997. Retrospective reports in organizational research:A reexamination of recent evidence. Academy of Management Journal, 40:189–204.
38. Miller, D., and Chen, M., 1994. Sources and consequences of competitive inertia:A study of the U.S. airline industry. Administrative Science Quarterly, 39:1–23.
39. Moenaert, R. K., and Souder, W. E., 1996. Context and antecedents of information utility at the R & D marketing interface. Management Science, 42(11)1592610)
40. Montgomery, D. B., and Weinberg, C. B., 1979. Toward strategic intelligence systems. Journal of Marketing, 43:41–52.
41. Moorman, C., 1995. Organizational market information processes:Cultural antecedents and new product outcomes. Journal of Marketing Research, 32:318–35.
42. Moorman, C., Deshpande, R., and Zaltman, G., 1993. Factors affecting trust in market research relationships. Journal of Marketing, 57:81–101.
43. Moorman, C., Zaltman, G., and Deshpande, R., 1992. Relationships between providers and users of market research:The dynamics of trust within and between organizations. Journal of Marketing Research, 29:314–28.
44. O'Reilly, C. A., and Pondy, L. R., 1979. “ Organizational communication. ”. In Organizational Behavior, Edited by:Kerr, Stephen. 119–49. Columbus:John Wiley. In
45. Pelz, Donald C., 1978. “ Some expanded perspectives on use of social science in public policy. ”. In Major Social Issues:A Multidisciplinary View, Edited by:Ynger, Milton, and Cutler, Stephen J. 346–57. New York:Free Press. In
46. Perkins, S. W., and Rao, R. C., 1990. The role of experience in information use and decision making by marketing managers. Journal of Marketing Research, 27:1–10.
47. Peterson, R., 1975. An experimental investigation of mail survey responses. Journal of Business Research, 26:199–210.
48. Petty, R. E., and Cacioppo, J. T., 1979. Issue involvement can increase or decrease persuasion by enhancing message–relevant cognitive response. Journal of Personality and Social Psychology, 37:1915–26.
49. Powell, T., 1992. Organizational alignment as competitive advantage. Strategic Management Journal, 13:119–34.
50. Reilly, A. H., Brett, J. M., and Stroh, L. K., 1993. The impact of corporate turbulence on managers' attitudes. Strategic Management Journal, 14:167–79.
51. Roberts, K. H., and O'Reilly, C. A., 1974. Measuring organizational communication. Journal of Applied Psychology, 59:321–6.
52. Seidler, J., 1974. On using informants:A technique for collecting qualitative data and controlling for measurement error in organizational analysis. American Sociological Review, 39:816–31.
53. Senge, Peter M., 1990. The Fifth Discipline:The Art and Practice of the Learning Organization, New York:Doubleday.
54. Sinkula, J. M., 1994. Market information processing and organizational learning. Journal of Marketing, 58:35–45.
55. Slater, S. F., and Narver, J. C., 1995. Market orientation and the learning organization. Journal of Marketing, 59:63–74.
56. Starbuck, W. H., and Milliken, F. J., 1988. “ Executive perceptual filters:What they notice and how they make sense. ”. In The Executive Effect:Concepts and Methods for Studying Top Managers, Edited by:Hambrick, D. C. 35–66. Greenwich:JAI Press. In
57. Staw, B. W., Sandelands, L. E., and Dutton, J. E., 1981. Threat–rigidity effects in organizational behavior:A multilevel analysis. Administrative Science Quarterly, 26:501–24.
58. Szewczak, E. J., 1988. Exploratory results of a factor analysis of strategic intelligence:Implications for strategic systems planning. Journal of MIS, 5:83–97.
59. Tan, J. J., and Litschert, R. J., 1994. Environment–strategy relationship and its performance implications:An empirical study of the Chinese electronics industry. Strategic Management Journal, 15:1–20.
60. Tootelian, D. H., and Gaedeke, R. M., 1987. Fortune 500 list revisited 12 years later:Still an endangered species for academic research?. Journal of Business Research, 15:359–63.
61. Walsh, J. P., 1988. Selectivity and selective perception:An investigation of managers' belief structures and information processing. Academy of Management Journal, 31:873–96.
62. Wilton, P. C., and Myers, J. G., 1986. Task, expectancy and information assessment effects in information utilization processes. Journal of Consumer Research, 12:469–86.
63. Wiseman, F., and Billington, M., 1984. Comment on a standard definition of response rates. Journal of Marketing Research, 21:336–8.
64. Zahra, S., and Covin, J. G., 1993. Business strategy, technology policy and firm. Strategic Management Journal, 14:451–78.