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“Live in the present” or “focus on the future”: the effects of ambidextrous marketing capabilities on entrepreneurial performance

Wei Li (School of Management, Chongqing University of Technology, Chongqing, China) (Collaborative Research Center for Innovation-Driven Entrepreneurship, Chongqing University of Technology, Chongqing, China)
Hewen Ming (School of Management, Chongqing University of Technology, Chongqing, China)
Jianmin Song (School of Economics and Business Administration, Chongqing University, Chongqing, China)

European Journal of Innovation Management

ISSN: 1460-1060

Article publication date: 13 December 2022

37

Abstract

Purpose

Although the published studies have noted that ambidextrous marketing capabilities (AMCs) could improve firm performance, they seem to ignore the differences between mature corporations and new ventures (NVs). Generally, it is impossible for NVs to simultaneously possess two types of marketing capabilities such as marketing exploitation and marketing exploration. They have to make a trade-off between the present market and the future market. This paper seeks to investigate the causal relationship between AMCs (exploitation-dominated AMCs and exploration-dominated AMCs) and entrepreneurial performance in the context of NVs. Furthermore, this paper attempts to explore the internal interaction of entrepreneurial orientation and the external interaction of competitive intensity.

Design/methodology/approach

This paper develops a theoretical framework according to configuration theory and investigates the causal relationship between AMCs (exploration-dominated AMCs and exploitation-dominated AMCs) and entrepreneurial performance as well as the moderating roles played by entrepreneurial orientation and competitive intensity based on the survey data collected from 257 Chinese NVs.

Findings

The results show that both the exploration-dominated AMCs and the exploitation-dominated AMCs have significant positive effects on entrepreneurial performance. However, the moderating roles played by entrepreneurial orientation and competitive intensity in the causal relationships are different and complicated. Specifically, entrepreneurial orientation negatively moderates the relationship between exploitation-dominated AMCs and entrepreneurial performance and positively moderates the relationship between exploration-dominated AMCs and entrepreneurial performance; competitive intensity positively moderates the relationship between exploitation-dominated AMCs and entrepreneurial performance and negatively moderates the relationship between exploration-dominated AMCs and entrepreneurial performance.

Originality/value

This paper plays a pioneering role in enriching the theoretical connotation of AMCs, improving the theoretical framework of AMCs and expanding the theoretical application of AMCs by analyzing and confirming the causal relationships between AMCs and entrepreneurial performance in the context of NVs, which is different from the previous studies. In addition, this paper also makes a valuable contribution to management practices, such as leading NVs, to match different types of AMCs with internal and external conditions for improving entrepreneurial performance.

Keywords

Acknowledgements

Funding: The study was funded by the National Natural Science Foundation of China [71872024], Humanity and Social Science Research Project of Ministry of Education [17YJC630066], Science and Technology Research Program of Chongqing Municipal Education Commission [KJQN202101101] and Humanity and Social Science Research Project of Chongqing Municipal Education Commission [21SKGH171].

Citation

Li, W., Ming, H. and Song, J. (2022), "“Live in the present” or “focus on the future”: the effects of ambidextrous marketing capabilities on entrepreneurial performance", European Journal of Innovation Management, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/EJIM-04-2022-0187

Publisher

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Emerald Publishing Limited

Copyright © 2022, Emerald Publishing Limited

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