Market orientation in United States and Scandinavian companies. A cross-cultural study

Selnes, Fred; Jaworski, Bernard J.; Kohli, Ajay K.

doi:10.1016/0956-5221(95)00053-4

Cited by 169 publications

(175 citation statements)

References 14 publications

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“…Academic research also focuses on different business sectors including retail firms (Elg, 2002(Elg, , 2003Kara, Spillan, and DeShields, 2005;Rogers, Ghauri, and George, 2005) and other organizational orientations, such as entrepreneurial orientation (Atuahene-Gima and Ko, 2001;Bhuian et al, 2003). Cross-cultural studies (Ellis, 2006;Selnes, Jaworski, and Kohli, 1996) examine market orientation in an international context. Other research (Homburg, Wieseke and Bornemann, 2003; investigates the impact of strategy on market orientation.…”

Section: Authorsmentioning

confidence: 99%

Managing in an economic crisis: The role of market orientation in an international law firm

Lettice

Tschida

Forstenlechner

2014

Journal of Business Research

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This research paper contributes to the understanding of the relationship between market orientation and performance in the context of a law firm during a time of economic crisis. The contribution is twofold, adding to the fairly limited research on market orientation within law firms, and to the limited research on the role of market orientation in times of economic crisis. The findings, from the questionnaire survey and semi-structured interviews within practice groups of a large multinational law firm, conclude that market orientation is important during an economic crisis. Those practice groups with higher market orientation scores withstand the increased turbulence and outperform those practice groups with lower market orientation scores.

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Section: Authorsmentioning

confidence: 99%

Managing in an economic crisis: The role of market orientation in an international law firm

Lettice

Tschida

Forstenlechner

2014

Journal of Business Research

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“…For instance, Ruekert (1992) and Lambin (1996) report a positive relationship between market orientation and objectively measured economic performance. However, Bhuian (1997), Jaworski and Kohli (1993), and Selnes et al (1996), failed to find any significant relationship. Clearly, when market orientation and economic performance are concurrently assessed by the firms' managers, a perceptual bias may be introduced.…”

Section: Empirical Studymentioning

confidence: 84%

“…(1) domestic market share (Jaworski and Kohli, 1993;Deshpandé et al, 1993;Selnes et al, 1996, Greenley and Foxall, 1997, 1998); (2) premium growth (which is equivalent to sales growth for the insurance companies business (Slater and Narver, 1994;Narver and Slater, 1990;Ruekert, 1992;Greenley andFoxall, 1997, 1998); and (3) profitability per year averaged over the last three years(similar to the return on investment (ROI) rate (Greenley andFoxall, 1997, 1998)). …”

Section: Methodsmentioning

confidence: 99%

“…Several studies have found a consistent positive relationship between businesses' degree of market orientation and their economic performance (Deng and Dart, 1994;Fritz, 1996;Greenley, 1995;Greenley andFoxall, 1997, 1998;Jaworski and Kohli, 1993;Narver and Slater, 1990;Pelham and Wilson, 1996;Pitt et al, 1996;Ruekert, 1992;Selnes et al, 1996;Slater and Narver, 1994;). Yet, in most of these studies (e.g.…”

Section: Market Orientation As Predictor Of Firms' Economic Performancementioning

confidence: 99%

“…Yet, in most of these studies (e.g. Deng and Dart, 1994;Fritz, 1996;Greenley, 1995;Greenley andFoxall, 1997, 1998;Pelham and Wilson, 1996;Ruekert, 1992;Selnes et al, 1996) a wide cross-section of industries was employed as target population. In so doing, the observed co-variation between market orientation and economic performance confounds within-industry and between-industry market orientation variability.…”

Section: Market Orientation As Predictor Of Firms' Economic Performancementioning

confidence: 99%

See 2 more Smart Citations

Market Orientation and Business Performance in the Spanish Insurance Sector

Coustré

Martı́nez

1997

Geneva Pap Risk Insur Issues Pract

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Previous studies have found that market orientation significantly predicts economic performance. The present study attempts to provide a necessarily partial model for how this impact takes place using innovation degree, innovation performance and customer loyalty as intermediate variables. The study targets the insurance industry in the European Union. The sample accounted for 22 percent of the companies and 17 percent of the insurance premiums in this market. The results suggest that the addition of these variables improves predictions of objective economic performance 52 percent over what is explained by market orientation alone. Furthermore, the study found that the effects of market orientation on economic performance are completely channeled (mediated) through these variables, particularly through innovation degree and innovation performance. Based on the results the paper provide guidelines for improving the market share, premium growth and profitability of European Union insurance firms.In a time characterized by increasingly rapid change in consumer preferences, even faster technological progress, and growing competitive rivalry, it becomes essential for companies to develop mechanisms within their organizations to generate market information, analyze it, and respond accordingly. The set of activities developed by companies permanently to monitor, analyze and respond to these market changes is referred to in the Marketing literature as "market orientation". Over the last decade there has been a growing interest in the construct of market orientation (

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From market failure to marketing failure: market orientation as the key to deep outreach in microfinance

Woller

2002

J of Intl Development

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Market orientation in United States and Scandinavian companies. A cross-cultural study

Cited by 169 publications

References 14 publications

Managing in an economic crisis: The role of market orientation in an international law firm

Managing in an economic crisis: The role of market orientation in an international law firm

Market Orientation and Business Performance in the Spanish Insurance Sector

From market failure to marketing failure: market orientation as the key to deep outreach in microfinance

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