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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…

3610

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…

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: 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: 12 April 2022

Sergio Santoro

This study aims to innovate by investigating the effects of goal orientations on informal learning strategies and whether intrinsic motivation mediates the relation…

Abstract

Purpose

This study aims to innovate by investigating the effects of goal orientations on informal learning strategies and whether intrinsic motivation mediates the relation between those two constructs.

Design/methodology/approach

To address these aims, the author relied on a quantitative study and on structural equation modeling to evaluate the relationships prescribed by the research model. The hypotheses were tested on a sample of 244 bank managers from Brazilian banks.

Findings

Results show that mastery goal orientation positively relate with both informal cognitive and behavioral learning strategies in the workplace.

Originality/value

This paper has contributed to the discussion concerning the effects of goal orientations on managers’ informal learning strategies, complementing previous research on the antecedents of informal learning.

Details

Journal of Workplace Learning, vol. 34 no. 6
Type: Research Article
ISSN: 1366-5626

Keywords

Article
Publication date: 8 July 2021

Zhenkuo Ding, Guangyu Ye, Sheng Huang and Man Hu

Despite extensive research into the effect of organizational learning processes on firm performance, it remains unclear how and when learning orientation influences the…

Abstract

Purpose

Despite extensive research into the effect of organizational learning processes on firm performance, it remains unclear how and when learning orientation influences the international performance of international new ventures (INVs). Accordingly, the purpose of this paper is to investigate how learning orientation drives the international performance of INVs.

Design/methodology/approach

Structural equation modeling is used to test the research model with questionnaire data from mainland Chinese INVs.

Findings

Results show that: learning orientation positively influences entrepreneurial bricolage; entrepreneurial bricolage positively influences the international performance of INVs; entrepreneurial bricolage plays a mediating role between learning orientation and international performance; degree of internationalization (DOI) weakens the effect of entrepreneurial bricolage on international performance.

Originality/value

This study makes a useful supplement to the INV literature by revealing that entrepreneurial bricolage plays a mediating role in the relationship between learning orientation and the international performance of INVs. It also contributes to the entrepreneurial bricolage literature by introducing entrepreneurial bricolage into the empirical research of INVs and identifying the learning orientation antecedents and performance consequences of entrepreneurial bricolage. In addition, this paper enriches the understanding of the boundary conditions for how entrepreneurial bricolage affects international performance showing that DOI has a negative moderating effect on the relationship between entrepreneurial bricolage and international performance.

Details

Multinational Business Review, vol. 30 no. 2
Type: Research Article
ISSN: 1525-383X

Keywords

Article
Publication date: 29 April 2021

Ricardo Jorge Correia, Mário Sérgio Teixeira and José G. Dias

This paper aims to explore a new causal link between learning, market and entrepreneurial orientations and firms' performance by introducing dynamic capabilities and…

Abstract

Purpose

This paper aims to explore a new causal link between learning, market and entrepreneurial orientations and firms' performance by introducing dynamic capabilities and competitive advantages as mediator variables.

Design/methodology/approach

The mediating role of dynamic capabilities and competitive advantages is tested using a sample of 1,190 Portuguese firms, and structural equation models.

Findings

It is shown that dynamic capabilities mediate the relationship between the three orientationslearning, market and entrepreneurial–and competitive advantages of differentiation and cost leadership, and both competitive advantages lead to firm's performance. It is also shown that learning orientation is an antecedent of market orientation and entrepreneurial orientation.

Practical implications

This research shows that firm's performance depends on the capacity of firms to learn, innovate, be proactive, take risks and collect the best market data. Indeed, by optimizing the internal management and knowledge dissemination, firms will develop a set of capabilities and competitive advantages that lead to an appropriate response to market challenges.

Originality/value

This study tests the relationship between strategic orientations and firm's performance by taking the mediating effects of dynamic capabilities and competitive advantages into account. This research was conducted in Portugal.

Details

International Journal of Productivity and Performance Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1741-0401

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…

1377

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…

2604

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…

2166

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…

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

1 – 10 of over 62000