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Article
Publication date: 1 April 2000

Norman A. Slater

129

Abstract

Details

Nutrition & Food Science, vol. 30 no. 2
Type: Research Article
ISSN: 0034-6659

Article
Publication date: 2 April 2020

Thomas L. Powers, Karen Norman Kennedy and Seongwon Choi

This paper aims to contribute industrial marketing literature by examining the relationship between market orientation and performance based on multiple perspectives and measures…

Abstract

Purpose

This paper aims to contribute industrial marketing literature by examining the relationship between market orientation and performance based on multiple perspectives and measures. Although the relationship between market orientation and firm performance has been examined in prior research a gap in the literature exists, as this relationship has not been examined from separate perspectives of managers, salespersons and customers. In addition to this gap in the literature, a further gap exists as these multiple assessments of market orientation have not been examined relative to both subjective and objectives measures of industrial firm performance.

Design/methodology/approach

The research is based on data obtained from 111 sales branches of a Fortune 500 industrial supplier.

Findings

The results indicate that managers, salespersons and customers all indicate a positive relationship between market orientation and perceived performance. Market orientation and actual branch performance were not related when assessed by any of the three respondent groups. Only salespersons were able to significantly relate perceived firm performance to actual performance.

Research limitations/implications

These findings add a new dimensions to the existing stream of literature on the industrial marketing orientation and performance relationship.

Originality/value

These findings add new dimensions to the existing stream of literature on the industrial marketing orientation and performance relationship.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 11
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 14 September 2015

Logan M. Steele, Tristan McIntosh, Tyler J. Mulhearn, Logan L. Watts, Heather J. Anderson, Desiree Hill, Li Lin, Samuel H. Matthews, Alisha M. Ness and M. Ronald Buckley

This paper aims to provide a review of the reinstitution of the Journal of Management History (JMH) following its five-year merger with Management Decision. In this review, the…

Abstract

Purpose

This paper aims to provide a review of the reinstitution of the Journal of Management History (JMH) following its five-year merger with Management Decision. In this review, the final issue of the merger in 2005 is examined through the four volumes of JMH that were published after the separation. Across this time period, trends in topics and approaches, as well as identify particularly impactful work, were investigated.

Design/methodology/approach

With a taxonomy developed in a previous review of JMH (Hardy et al., 2015), articles were sorted by independent raters for the following dimensions: focus (i.e. person, topic or event), historical approach (i.e. an account or analysis) and readership (i.e. public policy or management). After full consensus was reached, these categories were examined to identify themes and shifts in trends over the target time period. Finally, the impact of articles published between 2005 and 2009 was evaluated by using citations provided by Google Scholar.

Findings

In the years following the separation of JMH from Management Decision, a few notable shifts were observed in the journal’s focus, approach and readership. This time period was first characterized by a heavy emphasis on topic-based articles. The emphasis subsequently shifted to strike a balance between focusing on people and topics. There was also fairly balanced use of historical analysis and historical account approaches. The final shift led to a majority of articles having a person-based focus. Interestingly, the largest impacts were made all by articles with a focus on particular management topic.

Originality/value

This quantitative review provides insight into the development of JMH following its reestablishment as independent publication outlet.

Details

Journal of Management History, vol. 21 no. 4
Type: Research Article
ISSN: 1751-1348

Keywords

Article
Publication date: 15 May 2009

Scott J. Grawe, Haozhe Chen and Patricia J. Daugherty

The purpose of this paper is to determine how a firm's strategic orientation affects service innovation capability and the resulting impact on market performance.

7160

Abstract

Purpose

The purpose of this paper is to determine how a firm's strategic orientation affects service innovation capability and the resulting impact on market performance.

Design/methodology/approach

A survey was administered to supply chain executives. Structural equation modeling was used to analyze the relationships among the following constructs: customer orientation, competitor orientation, cost orientation, service innovation, and market performance.

Findings

Although the relationship between cost orientation and service innovation is not supported, the relationships between customer orientation and competitor orientation and service innovation are supported. Additionally, the relationship between service innovation and market performance is supported.

Research limitations/implications

This study is one of a limited number of studies which has empirically addressed service innovation. Additional research is needed to address the impact of a firm's strategic orientation on product innovation capability.

Practical implications

The study found that firms seeking to develop a service innovation capability should employ customer orientation, competitor orientation, or a combination of the two different types of strategic orientation.

Originality/value

Service innovation has received very little empirical attention in the current innovation literature. This paper fills in some of the gaps in the literature.

Details

International Journal of Physical Distribution & Logistics Management, vol. 39 no. 4
Type: Research Article
ISSN: 0960-0035

Keywords

Content available
Book part
Publication date: 3 September 2019

Jeffrey Berman

Abstract

Details

Mad Muse: The Mental Illness Memoir in a Writer's Life and Work
Type: Book
ISBN: 978-1-78973-810-0

Article
Publication date: 1 February 1913

The question of the best commercial method of retailing milk requires to be dealt with from the various standpoints of the different classes of milk vendors.

Abstract

The question of the best commercial method of retailing milk requires to be dealt with from the various standpoints of the different classes of milk vendors.

Details

British Food Journal, vol. 15 no. 2
Type: Research Article
ISSN: 0007-070X

Article
Publication date: 1 August 2004

Mark Farrell and Felix T. Mavondo

This paper integrates literature from downsizing and organisational learning. A conceptual framework is developed which argues that downsizing (adaptive or single loop learning…

4319

Abstract

This paper integrates literature from downsizing and organisational learning. A conceptual framework is developed which argues that downsizing (adaptive or single loop learning) and reorientation (double loop or generative learning) will have a negative and positive effect respectively, on the three elements of a learning orientation: commitment to learning; shared vision); open‐mindedness. Data were collected from the top 2,000 manufacturers in Australia, and analysed using a structural equation modelling approach. Results confirm the study hypotheses. Implications for management are discussed, along with suggestions for further research.

Details

Personnel Review, vol. 33 no. 4
Type: Research Article
ISSN: 0048-3486

Keywords

Book part
Publication date: 27 June 2016

Tracy L. Gonzalez-Padron, G. Tomas M. Hult and O. C. Ferrell

Further understanding of how stakeholder marketing explains firm performance through greater customer satisfaction, innovation, and reputation of a firm.

Abstract

Purpose

Further understanding of how stakeholder marketing explains firm performance through greater customer satisfaction, innovation, and reputation of a firm.

Methodology/approach

Grounded in stakeholder theory, the study provides a conceptualization of stakeholder orientation based on cultural values that is distinctive from stakeholder responsiveness and examines the relationship of stakeholder responsiveness to firm performance. The study determines the mediating role of marketing outcomes on the impact of stakeholder responsiveness on firm performance. Multiple regression analysis tests hypotheses using a data set consisting of qualitative data obtained from corporate documents and quantitative data from respected secondary sources.

Findings

Our findings provide support for stakeholder marketing creating a strong relationship to organizational outcomes. There exists a positive relationship between stakeholder responsiveness and firm performance through customer satisfaction, innovation, and reputation.

Research implications

Our definition implies that stakeholder responsiveness is acting in the best interests of the stakeholder as a responsible business. This study shows that stakeholder marketing may not always represent socially responsible marketing. Further research could explore how and why firms may not respond ethically and responsibly to stakeholders.

Practical implications

We further the discussion whether stakeholder marketing equates to sustainability. Marketers can build on expertise of managing customer relationship and generating customer value to develop a stakeholder marketing approach that addresses the economic, social, and environmental concerns of multiple stakeholders.

Originality/value

We further the discussion whether stakeholder marketing equates to sustainability. Marketers can build on expertise of managing customer relationship and generating customer value to develop a stakeholder marketing approach that addresses the economic, social, and environmental concerns of multiple stakeholders.

Details

Marketing in and for a Sustainable Society
Type: Book
ISBN: 978-1-78635-282-8

Keywords

Article
Publication date: 25 October 2011

Anders Pehrsson

The purpose of this paper is to examine important relationships pertaining to customer responsiveness of the industrial firm.

1732

Abstract

Purpose

The purpose of this paper is to examine important relationships pertaining to customer responsiveness of the industrial firm.

Design/methodology/approach

Drawing on strategy and competitive dynamics literature, a contingency model is developed. Hypotheses were tested on 432 Swedish industrial firms that market to business customers in growing or mature markets. Clean technology markets represented growing markets, while miscellaneous markets represented mature markets.

Findings

The relationship between the attention paid to customer responsiveness by the industrial firm and the attention paid to volume by the main competitor is negatively reinforced if the firm operates in a growing market. The relationship between the attention paid to customer responsiveness by the firm and competition‐based customer access obstacles in terms of supplier loyalty is positively reinforced if the firm operates in a growing market. The relationship between the firm's customer responsiveness attention and its financial performance is positively reinforced if the firm operates in a growing market.

Practical implications

The industrial firm may find an efficient customer responsiveness strategy if the firm operates in a growing market. Because customer responsiveness does not improve firms' financial performance in mature markets, competition relationships are only important to examine in growing markets. Thus, customer responsiveness is more complicated than previously thought in the literature.

Originality/value

The paper presents a new model that integrates relationships among industrial firms' attention to customer responsiveness, competition, and performance. By including the market growth contingency, the model explains mixed findings in the literature regarding relationships between customer responsiveness and performance.

Book part
Publication date: 3 September 2019

Jeffrey Berman

Abstract

Details

Mad Muse: The Mental Illness Memoir in a Writer's Life and Work
Type: Book
ISBN: 978-1-78973-810-0

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