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Book part

Carlos M.P. Sousa and Jorge Lengler

Although interfunctional coordination plays a key role in the performance of the firm, the literature has largely ignored it compared to the other two market orientation…

Abstract

Although interfunctional coordination plays a key role in the performance of the firm, the literature has largely ignored it compared to the other two market orientation components: customer orientation and competitor orientation. The question of whether our current knowledge can be generalized to firms from the developing world has also been neglected since most studies have been conducted in developed countries. To address these issues, a model was developed here to empirically examine the relationship between interfunctional coordination and export performance as well as to identify the key determinants of both constructs. A sample of 201 senior managers of export firms in Brazil was used to test the hypotheses. The results suggest that the legal regulations and technical requirements, competitive intensity, and technological orientation of the product are positively related to interfunctional coordination. Contrary to expectations, the results also confirm that the difference in the stage of the product life cycle is negatively related to interfunctional coordination. In turn, interfunctional coordination has a positive effect on firms' export performance.

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International Marketing
Type: Book
ISBN: 978-0-85724-448-2

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Article

Yen-Chun Chen, Po-Chien Li and Ya-Hui Lin

The purpose of this paper is to enable a better understanding of the influences of alliance coordination (i.e. inter-organisational coordination) and interfunctional

Abstract

Purpose

The purpose of this paper is to enable a better understanding of the influences of alliance coordination (i.e. inter-organisational coordination) and interfunctional coordination (i.e. intra-organisational coordination) on product development performance.

Design/methodology/approach

The current study tests a posited research model and its hypotheses using the data from Taiwan's electronics industry. A survey of 159 senior executives is analyzed using a partial least squares approach. The analytic result shows that slack resources may link alliance coordination and interfunctional coordination to two product development performance metrics (i.e. product innovativeness and product development speed).

Findings

This investigation reveals that both alliance coordination and interfunctional coordination positively affect product development performance, not only directly but also indirectly, through the existence of slack resources they help engender. In addition, it also finds that interfunctional coordination positively relates to alliance coordination.

Practical implications

The current research provides additional knowledge regarding the associations among alliance coordination, interfunctional coordination and product development performance. This knowledge would be useful for practitioners to achieve a superior product development performance. Moreover, this research articulates the managerial implications of the link between interfunctional coordination and alliance coordination for product development executives.

Originality/value

This empirical study tests an integrative model (which is one of only a few to incorporate slack resources) to explain how different types of coordination (i.e. inter- and intra-organisational coordination) may influence product development performance. Moreover, this empirical research provides initial evidence on the association between interfunctional coordination and alliance coordination.

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Article

Barbara Ross Wooldridge and Barbara D. Minsky

Interfunctional coordination may be of primary importance to a firm developing a sustainable competitive advantage. This paper suggests that climate and socialization…

Abstract

Interfunctional coordination may be of primary importance to a firm developing a sustainable competitive advantage. This paper suggests that climate and socialization processes facilitate the development of interfunctional coordination, and thus its impact on firm performance. By merging the organizational culture, market orientation, climate, socialization, and competing values framework streams of literature to describe the process by which an organization positions itself in the competitive arena, a framework is developed and research propositions are offered.

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The Learning Organization, vol. 9 no. 1
Type: Research Article
ISSN: 0969-6474

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Book part

Jorge F. B. Lengler, Carlos M. P. Sousa and Catarina Marques

Despite some attempts to integrate the market orientation construct into the international marketing area, most conceptual and empirical studies have been conducted in the…

Abstract

Despite some attempts to integrate the market orientation construct into the international marketing area, most conceptual and empirical studies have been conducted in the context of domestic operations. To address this gap we examine whether competitive intensity moderates the relationships among the components of market orientation and export performance. Data was used from 197 Brazilian export companies. Results suggest that interfunctional coordination enhances customer and competitor orientation. Moreover, customer orientation has no direct effect on export performance, while competitor orientation has a positive effect on firm’s international performance. Findings also indicate that competitive intensity moderates all the relationships tested in the model.

Details

International Marketing in Rapidly Changing Environments
Type: Book
ISBN: 978-1-78190-896-9

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Article

Sara Rogerson and Uni Sallnäs

The purpose of this paper is to clarify how activities may be coordinated within shippers’ organisations to enable high load factor (a key aspect of transport efficiency).

Abstract

Purpose

The purpose of this paper is to clarify how activities may be coordinated within shippers’ organisations to enable high load factor (a key aspect of transport efficiency).

Design/methodology/approach

A multiple-case study involving three shippers was conducted, in which the logistics or transport managers of each company were interviewed. The cases were analysed according to which activities were coordinated to achieve high load factor, interdependencies between the activities, and the coordination mechanisms that shippers adopted.

Findings

A matrix is developed to show the differences in applying various coordination mechanisms in eight categories, according to intrafunctional or interfunctional coordination, sequential or reciprocal interdependencies, and the number of activities (dyadic or multiple). For example, coordination mechanisms aimed at exerting control are more suitable for intrafunctional than interfunctional interaction; interfunctional coordination relies more on mechanisms that aim to increase the understanding of transport-related issues among non-logistics activities.

Research limitations/implications

The study is based on data from three Swedish companies.

Practical implications

Managers are provided with suggestions for coordinating activities when their goal is to improve load factor. These findings are of interest for reducing costs and emissions.

Originality/value

In response to suggestions in the earlier literature that shippers could improve their internal coordination to improve their load factor, this paper articulates several mechanisms for performing such coordination in eight situations.

Details

The International Journal of Logistics Management, vol. 28 no. 4
Type: Research Article
ISSN: 0957-4093

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Article

Togar M. Simatupang, Indah Victoria Sandroto and S.B. Hari Lubis

Supply chain coordination plays a critical role in integrating different actors along the supply chain to enhance performance. This research focuses on supply chain…

Abstract

Supply chain coordination plays a critical role in integrating different actors along the supply chain to enhance performance. This research focuses on supply chain coordination and its three determinants: namely, responsibility interdependence, uncertainty, and interfunctional conflict. Research propositions were developed to conceptualise how supply chain coordination is driven by its determinants. The propositions were tested by a case study in a fashion firm to examine the differences between the theory and the practice of coordination. Findings showed that the firm carried out only piecemeal coordination in defining and fulfilling customer needs.

Details

Supply Chain Management: An International Journal, vol. 9 no. 3
Type: Research Article
ISSN: 1359-8546

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Article

José L. Ruiz-Alba, Rodrigo Guesalaga, Raquel Ayestarán and Javier Morales Mediano

This paper aims to investigate interfunctional coordination (IC) in a B2B context. More specifically, it explores the role of digitalization as a strategic driver for an…

Abstract

Purpose

This paper aims to investigate interfunctional coordination (IC) in a B2B context. More specifically, it explores the role of digitalization as a strategic driver for an effective IC.

Design/methodology/approach

Following a qualitative methodology, three studies have been integrated: Study 1 (focus group with 5 participants), Study 2 (31 in-depth interviews with top executives) and Study 3 (online focus group with 9 experts).

Findings

One finding is that digitalization is the main driver for IC and can be considered strategic. Other findings show that digitalization can enhance IC, but it was also found that digitalization can have negative side effects on IC.

Originality/value

This study contributes to the understanding of the importance of digitalization on IC and also contributes to the conceptualization of IC as a dynamic capability.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 3
Type: Research Article
ISSN: 0885-8624

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Book part

Andre Beaujanot Q, Larry Lockshin and Pascale Quester

The concept of market orientation has attracted attention from both academics and managers and it has been widely used in the marketing discipline to explain marketing…

Abstract

The concept of market orientation has attracted attention from both academics and managers and it has been widely used in the marketing discipline to explain marketing phenomena in business and consumer markets (Deshpande, Farley, & Webster, 1993; Jaworski & Kohli, 1993; Kohli & Jaworski, 1990; Steinman, Deshpande, & Farley, 2000). The most common output or effect attributed by the literature to the market orientation concept has been the firm's achievement of good or superior financial performance by delivering superior value to customers (Deshpande et al., 1993; Hunt & Lambe, 2000; Kohli & Jaworski, 1990; Narver & Slater, 1990). The market orientation concept has also generated a stream of research in both domestic and international markets (Breman & Dalgic, 2001; Cadogan & Diamantopoulos, 1995; Cadogan, Diamantopoulos, & de Mortanges, 1999; Dalgic, 1994; Siguaw, Simpson, & Baker, 1998).

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Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries
Type: Book
ISBN: 978-1-84950-397-6

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Article

Hefu Liu, Weiling Ke, Kwok Kee Wei and Zhongsheng Hua

The present paper aims to investigate the impact of two different dimensions of supply chain integration on two aspects of firm performance in the emerging economy of…

Abstract

Purpose

The present paper aims to investigate the impact of two different dimensions of supply chain integration on two aspects of firm performance in the emerging economy of China. In addition, the moderating effects of market orientation on the relationship between supply chain integration and firm performance are explored.

Design/methodology/approach

Data were obtained from a survey administered to 246 firms in the manufacturing and services industry in China. Hierarchical regression analysis was used to test the hypotheses.

Findings

Operational coordination is positively associated with operational performance and business performance. Information sharing affects only operational performance; it has no impact on business performance. Furthermore, the results provide empirical support for the moderating effects of market orientation on the association of supply chain integration and firm performance.

Originality/value

The current paper contributes knowledge on the value‐realizing mechanism of supply chain integration from a resource‐based view. It presents a multidimensional explanation of the relationship among supply chain integration, market orientation, and firm performance in the context of China.

Details

International Journal of Operations & Production Management, vol. 33 no. 3
Type: Research Article
ISSN: 0144-3577

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Article

Helen Reijonen, Szandra Párdányi, Sasu Tuominen, Tommi Laukkanen and Raija Komppula

The purpose of this paper is to examine how SMEs with varying growth intentions differ from each other with regard to market orientation and brand orientation. Both of…

Abstract

Purpose

The purpose of this paper is to examine how SMEs with varying growth intentions differ from each other with regard to market orientation and brand orientation. Both of these strategic orientations are seen to lead to enhanced market performance. Consequently, the authors investigate whether those small firms that regard growth as an important goal have adopted market or brand orientation.

Design/methodology/approach

Responses from 492 SMEs were analysed. They were clustered into four groups according to their growth intentions. These groups included firms that have low growth intention, capital adequacy growth intention, expansion growth intention and high growth intention. ANOVA was used to explore whether these groups differed in their market or brand orientation.

Findings

The results indicate that the higher growth intention group the SME belonged to the more market and brand oriented it is. The biggest differences between the SMEs were found with regards to brand orientation.

Research limitations/implications

The findings suggest that SMEs have acknowledged the positive effect of market and brand orientations on firm growth, thus highlighting the importance of supporting growth-oriented SMEs in their quest to become more market or brand oriented.

Originality/value

The study sheds more light on the little researched themes of market and brand orientations in the context of SMEs. It also offers insights into how growth intentions affect the adoption of different strategic orientations.

Details

Journal of Small Business and Enterprise Development, vol. 21 no. 2
Type: Research Article
ISSN: 1462-6004

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