Do family SME managers value marketing capabilities' contribution to firm performance?

Abstract

Purpose

This paper seeks to extend knowledge on the impact of different marketing capabilities on various measures of organisational performance in the context of family‐run small to medium‐sized enterprises (SMEs).

Design/methodology/approach

Aspects regarding marketing capabilities in family‐owned SMEs and their impact on superior performance are identified and briefly discussed according to the existing literature. Then, quantitative research is presented followed by a discussion of the findings. The paper ends with the conclusion, managerial implications, limitations and lines for future research.

Findings

The results of the study show the relevance of marketing capabilities for product differentiation to gain stakeholders' satisfaction. Other marketing capabilities related to marketing planning and pricing have a positive impact on financial performance.

Originality/value

Different marketing capabilities have a different impact on various measures of performance. The nature of the marketing capabilities under consideration determines whether their main impact is on financial performance rather than on stakeholders' satisfaction.

Citation

Pérez‐Cabañero, C., González‐Cruz, T. and Cruz‐Ros, S. (2012), "Do family SME managers value marketing capabilities' contribution to firm performance?", Marketing Intelligence & Planning, Vol. 30 No. 2, pp. 116-142. https://doi.org/10.1108/02634501211211948