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Article
Publication date: 1 August 2005

Nicholas G. Paparoidamis

Although sales managers influence to a great extent their salespeople's outcomes, research examining the impact of leadership effectiveness and learning orientation in the sales…

3733

Abstract

Purpose

Although sales managers influence to a great extent their salespeople's outcomes, research examining the impact of leadership effectiveness and learning orientation in the sales department is limited. As such, an investigation of the impact of sales managers' learning values and leadership – on the grounds of goal‐setting and leader‐member exchange (LMX) theories – on salespeople's goal orientation and performance is warranted. This paper aims to investigate these issues.

Design/methodology/approach

To explore these issues, the author presents the extant literature on learning orientation, goal orientation and leadership quality, in an effort to provide the basis for the development of theoretical propositions. A strategic learning pathway is proposed for further research indicating that sales managers' learning orientation and leadership affect salespeople's goal orientation and performance.

Practical implications

Each of the underlying propositions is explored and managerial and research implications are identified. The proposed model indicates that it is vital for sales managers to pursue strategic learning and create favourable learning conditions and processes that facilitate organisational learning and change.

Originality/value

The research framework provides a new perspective to sales managers for strategic implementation of learning practices in the sales environment.

Details

Management Decision, vol. 43 no. 7/8
Type: Research Article
ISSN: 0025-1747

Keywords

Book part
Publication date: 14 December 2017

Lasse Torkkeli, Maria Uzhegova, Hanna Salojärvi and Sami Saarenketo

The impact of environmental sustainability and knowledge dynamics on entrepreneurial growth and internationalization could do with added research focus. However, the rising…

Abstract

The impact of environmental sustainability and knowledge dynamics on entrepreneurial growth and internationalization could do with added research focus. However, the rising importance of corporate sustainability and social responsibility in global business and entrepreneurship increasingly requires that these interdependencies be assessed. We assess these dynamics empirically through both quantitative and qualitative analyses. With the former, we employ a cross-sectional sample of Finnish small- and medium-sized enterprises (SMEs) to illustrate the impact of learning orientation and environmental sustainability on their growth and internationalization. Specifically, we find that their impacts on entrepreneurial growth depend on the stage of their internationalization: Learning orientation predicts first foreign market entry among the enterprises, while environmental orientation predicts the subsequent performance among internationally operating enterprises. In addition, we find no moderation or mediation effects between learning orientation and sustainability, suggesting that their impacts are distinct from each other. We conclude by discussing these results and their implications on international entrepreneurial growth, and knowledge and sustainability dynamics in the entrepreneurial context.

Details

Global Opportunities for Entrepreneurial Growth: Coopetition and Knowledge Dynamics within and across Firms
Type: Book
ISBN: 978-1-78714-502-3

Keywords

Article
Publication date: 3 November 2023

Tawnee Chies and Marcos Mazieri

The emphasis on short-term by project-based firms (PBFs) implies the adoption of project efficiency and impact on the team as project success drivers in PBFs context. Good…

Abstract

Purpose

The emphasis on short-term by project-based firms (PBFs) implies the adoption of project efficiency and impact on the team as project success drivers in PBFs context. Good performance by employees, as individuals in a team, can be explained by their behaviors, associated with goal orientation theory. Learning and performance orientations are associated with teams’ effectiveness and overall project performance. The purpose of this paper is to analyze the relationships between the dimensions of goal orientation, especially learning orientation, and project efficiency and impact on the team, in PBFs context.

Design/methodology/approach

A quantitative approach was adopted, based on data from a survey of 714 respondents, representing project managers, that turned into a valid sample of 315 composed only by PBFs respondents. The results were analyzed through multiple linear regression and, mainly, mediation analysis methods.

Findings

Performance-avoid orientation is a predictor of project efficiency; performance-prove orientation, a predictor of impact on the team. Learning orientation relates positively to both project success criteria. Project managers should balance/induce the proper orientation within the team, favoring learning orientation according to the results, to have short-term project success in PBFs.

Originality/value

There is a direct relationship between learning orientation and project efficiency, but it is fully mediated by impact on the team, which it was not found in previous studies. This study argues that they are not parallel constructs, constituent parts of equal weight in project success, but that impact on the team precedes project efficiency when learning orientation is considered.

Details

European Business Review, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0955-534X

Keywords

Article
Publication date: 9 December 2022

Misagh Tasavori and Charan Raj Bhattarai

Social enterprises (SEs) offer a unique context as they have the challenge of finding solutions that not only improve their economic performance but also their social performance…

Abstract

Purpose

Social enterprises (SEs) offer a unique context as they have the challenge of finding solutions that not only improve their economic performance but also their social performance, simultaneously. The purpose of this paper is to investigate whether learning orientation and new product development capability can support SEs to enhance both their economic and social performances.

Design/methodology/approach

A quantitative research design has been employed and data have been collected from a sample of 164 SEs in the UK.

Findings

The findings of this study illustrate that if SEs want to enhance their economic performance, they should ensure that learning orientation leads to new product development capability. Otherwise, learning orientation cannot improve their economic performance. However, surprisingly, learning orientation can impact SEs' performance not only by developing new product development capability but also by having a direct impact on their social performance.

Originality/value

This article contributes to the social entrepreneurship literature by illustrating the role of learning orientation and new product development capability in enhancing the economic as well as the social performance of SEs.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 29 no. 2
Type: Research Article
ISSN: 1355-2554

Keywords

Article
Publication date: 7 February 2019

Stanzin Mantok, Harjit Sekhon, Gurjeet Kaur Sahi and Paul Jones

The purpose of this paper is to examine organisational learning as a mediator among small-scale manufacturing enterprises (S-SMEs) which comprise the majority of economic activity…

1855

Abstract

Purpose

The purpose of this paper is to examine organisational learning as a mediator among small-scale manufacturing enterprises (S-SMEs) which comprise the majority of economic activity in an emergent/developing economy. This study offers further understanding regarding the mediating role of organisational learning in developing world economies, due to its potential regional influence.

Design/methodology/approach

A cross-sectional survey of Indian S-SMEs was undertaken from the District Industrial Center. The study employed a systematic sampling technique to contact owner/managers. Overall, 204 S-SMEs owners/managers participated in the study and 192 usable survey instruments were received.

Findings

The study offers novel insights to the following questions. First, the factors that prompt entrepreneurial orientation to achieve superior business performance, i.e. the antecedents of entrepreneurial orientation? The results reveal competitor orientation is an antecedent of entrepreneurial orientation that leads to an S-SME’s business performance. Second, the outcomes of entrepreneurial orientation, i.e. the consequences of entrepreneurial orientation? The study reveals organisational learning and business performance are the corollary of entrepreneurial orientation. Third, the examination of whether organisational learning mediates the relationship between entrepreneurial orientation and business performance? The findings found the effects of entrepreneurial orientation on business performance are, in part, mediated by organisational learning.

Research limitations/implications

Three study limitations are recognised. First, other strategic orientations, including technology orientation, production orientation and selling orientation are not included. Second, other constructs have a potentially significant relationship with market and entrepreneurial orientation, such as organisational capabilities, innovation and social context, were not considered. Third, the study is industry-sector specific and does not consider alternative sectors which also may play a potential role in economic development.

Originality/value

This study enhances the existing S-SME literature by identifying factors contributing to entrepreneurial orientation and its repercussions on business performance. For S-SMEs it adds credence to the role played by organisational learning in mediating the link between entrepreneurial orientation and business performance which potentially encourages owner/managers to dedicate increased time and resources towards creating and maintaining a conducive learning environment. The results support entrepreneurs in acknowledging the importance of competitor orientation during the emergence and development of entrepreneurial orientation, specifically in emerging economy contexts.

Details

Journal of Small Business and Enterprise Development, vol. 26 no. 5
Type: Research Article
ISSN: 1462-6004

Keywords

Article
Publication date: 1 February 2011

Henri Hakala and Marko Kohtamäki

The purpose of this paper is to identify groups of companies using different configurations of orientations, and compare the groups for differences in their performance and…

2777

Abstract

Purpose

The purpose of this paper is to identify groups of companies using different configurations of orientations, and compare the groups for differences in their performance and organizational learning capability. The paper proposes that organizational learning capability enables firms to utilize several strategic orientations simultaneously.

Design/methodology/approach

A sample of 164 Finnish software companies is clustered on the basis of their mix of customer (CO), technology (TO) and entrepreneurial orientation (EO). After validating the clusters, an analysis of variance is performed to detect differences in measures of performance and learning capability.

Findings

The paper provides evidence that firms combining several strategic orientations perform better than those focusing solely on customer orientation. The paper finds support for a proposal that software companies can be divided into three groups featuring different configurations of customer, technology and entrepreneurial orientation. The groups are termed: servants (high CO, low TO and low EO), players (intermediate levels of CO, TO and EO) and integrators (high levels of CO, TO and EO). Furthermore, the paper shows that these groups demonstrate differences in their organizational learning capability and performance.

Research limitations/implications

The paper refers to an empirical study of software companies in Finland. Further research in other countries and industry settings is needed to confirm and extend the results.

Practical implications

The identification of a successful mix of strategic orientations is a major challenge to management. The results urge software company managers to develop a culture that nurtures organizational learning. The paper suggests that managers should utilize aspects from several strategic orientations and create an appropriate mix of orientations that enables adaptation to dynamic business environments.

Originality/value

The paper provides insights into viable combinations of strategic orientations in the software industry and provides evidence for the differences in learning and performance for software company groups classified on the basis of their mix of orientations.

Details

International Journal of Entrepreneurial Behavior & Research, vol. 17 no. 1
Type: Research Article
ISSN: 1355-2554

Keywords

Article
Publication date: 7 October 2013

Li-Wei Wu and Jwu-Rong Lin

This study focuses on the relationship between knowledge sharing and knowledge effectiveness. By learning orientation and co-production, this study demonstrates the indirect…

2368

Abstract

Purpose

This study focuses on the relationship between knowledge sharing and knowledge effectiveness. By learning orientation and co-production, this study demonstrates the indirect effects of knowledge sharing on knowledge effectiveness. Moreover, the direct and indirect effects of knowledge sharing – which vary with the different levels of tacit knowledge – on knowledge effectiveness are examined.

Design/methodology/approach

The proposed model is tested using a structural equation model that involves LISREL and multi-group analyses.

Findings

Knowledge sharing increasingly affects knowledge effectiveness under the condition of explicit knowledge. The mediating roles of learning orientation and co-production in the process of tacit knowledge sharing become apparent.

Originality/value

Knowledge sharing across organizations can be regarded as a dynamic process. In view of the increasing importance of knowledge sharing across organizations, this study provides insight into the method of receiving useful knowledge across organizations.

Details

Journal of Business & Industrial Marketing, vol. 28 no. 8
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 31 January 2020

Muhammad Iskandar Hamzah, Abdul Kadir Othman and Faridah Hassan

The purpose of this paper is to examine whether individual market orientation facilitates the development of learning orientation before influencing business-to-business (B2B…

Abstract

Purpose

The purpose of this paper is to examine whether individual market orientation facilitates the development of learning orientation before influencing business-to-business (B2B) salespeople’s performance within the banking industry.

Design/methodology/approach

Data were gathered from 539 B2B salespeople from 18 licenced local and foreign financial institutions in Kuala Lumpur, Malaysia, by means of a structured survey. The individual market orientation (I-MARKOR) scale was used to measure their market-oriented behaviour specifically in terms of information acquisition, information dissemination and coordination of strategic response. The data were analyzed using confirmatory factor analysis via structural equation modelling to examine the hypothesized relationships.

Findings

Information Dissemination and Coordination of Strategic Response are reported to impose significant intervention effects on the relationship between learning orientation and job performance. Salespeople who embrace positive learning values are in a favourable position to disseminate and respond to new market information. Subsequently, these behaviours helped them to achieve higher levels of job performance.

Practical implications

By assessing and profiling the market-oriented behaviour of their salespeople, firms will be able to focus on the right competencies training and market-focussed performance appraisal.

Originality/value

This paper contributes to the enrichment of the existing literature on individual market orientation and learning orientation by proposing a model that was empirically tested to be a valid and reliable predictor of job performance.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 10 June 2022

Mohammad Talari and Mina Khoshroo

The purpose of this paper is to investigate the effect of industry competitive intensity (ICI) on brand performance with the mediating role of market orientation and…

Abstract

Purpose

The purpose of this paper is to investigate the effect of industry competitive intensity (ICI) on brand performance with the mediating role of market orientation and organizational learning using theoretical and experimental materials in fast-moving consumer goods (FMCGs) firms.

Design/methodology/approach

To test the research hypotheses, a model was designed and tested on 124 chief executive officers from 30 FMCG firms active in both food and chemical industries using structural equation modeling and partial least squares methodology.

Findings

The research findings showed that ICI has significant effect on market orientation and organizational learning. It also has significant effect on the firm’s brand performance through developing the market orientation capability as a mediating variable, but the development of organizational learning capability (as a mediating variable) is not effective in the relationship between ICI and brand performance.

Originality/value

Since the early 1990s, addressing intraorganizational capabilities and resources has been a major topic of strategic and marketing research. In this regard, many theoretical and experimental contents have been presented so far. However, little research has simultaneously addressed the industrial environment and the development of competitive capabilities. A manager’s understanding of the competition rate of an industry has the potential to influence the development of organizational capabilities through strategic responsiveness to his/her perception of the environment. This study attempts to show that managers and firms that consider their industrial environment to be volatile must develop their learning capabilities and market orientation, leading to superior brand performance.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 24 no. 2
Type: Research Article
ISSN: 1471-5201

Keywords

Article
Publication date: 9 October 2019

Yi Xie and Xiaoying Zheng

This paper aims to examine the role of learning orientation in building brand equity for B2B firms. The present research proposes that learning orientation contributes to the…

Abstract

Purpose

This paper aims to examine the role of learning orientation in building brand equity for B2B firms. The present research proposes that learning orientation contributes to the development of innovation and marketing capabilities and, in turn, leads to enhanced industrial brand equity. Furthermore, the moderating effect of firm size in these processes is investigated.

Design/methodology/approach

The hypotheses are tested by administering a survey with a set of managers of manufacturing firms in China.

Findings

Innovation capability and marketing capability serve as the mediators between learning orientation and industrial brand equity. The mediating path through innovation capability is stronger for small firms than for large firms.

Research limitations/implications

Learning orientation provides a cultural base for B2B firms to cultivate brand equity. Measurement of industrial brand equity and contingency of its effect requires further investigation.

Practical implications

To transform learning-oriented culture into brand equity, firms need to develop and manage innovation and marketing capabilities. The learning orientation–innovation capability route is more beneficial for small firms.

Originality/value

While a majority of prior literature ignores the impact of organizational culture in driving industrial brand equity, the present research explores learning orientation as a key cultural antecedent of industrial brand equity. A more refined industrial-brand-equity-building mechanism from learning orientation to corporate capabilities and then to brand equity is proposed and tested. The mechanism varies with firm size.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

1 – 10 of over 71000