Success-producer and failure-preventer marketing skills: A social learning theory interpretation

McKee, Daryl; Conant, Jeffery S.; Varadarajan, P. Rajan; Mokwa, Michael P.

doi:10.1007/bf02723472

Cited by 50 publications

(38 citation statements)

References 26 publications

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“…A version of it was used most recently by Steensma et al (2000). The international marketing orientation scale was created for the study based on research by McKee et al (1992). It asks subjects about their skillfulness in marketing management, product adaptation, pricing, advertising, distribution, and other marketing functions, relative to competitors.…”

Section: Methodsmentioning

confidence: 99%

“…The quality focus scale is based primarily on the work of Buzzell and Gale (1987) and asks subjects about product quality as well as the extent to which the product meets or exceeds customer expectations with respect to performance and customer service. The scale for leveraging foreign distributor competences was developed for the study, but based partially on McKee et al (1992). It asks about the extent to which respondent expectations have been satisfied with respect to distributor performance of various marketing-related functions, logistical arrangements, after-sales service, and related activities.…”

Section: Methodsmentioning

confidence: 99%

“…Market orientation, marketing competence, and other marketing-related activities engender superior organizational performance (e.g., Albaum and Peterson, 1984;Cavusgil et al, 1993;McKee et al, 1992;Slater and Narver, 1992). Within their markets, marketing-oriented firms seek to offer products and services whose value buyers perceive to exceed the expected value of alternative offerings.…”

Section: Organizational Culturementioning

confidence: 99%

“…Arranging international shipping* Arranging local shipping* Local public relations* Customer technical support/training* Translation of sales literature, usage instructions, or labels* (Adapted from McKee et al, 1992;Daniels and Radebaugh, 1998) Performance in international markets (CR Z ¼0.86) (1¼very unsatisfied; 7¼very satisfied)…”

mentioning

confidence: 99%

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Innovation, organizational capabilities, and the born-global firm

2004

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We investigate born-global firms as early adopters of internationalization -that is, companies that expand into foreign markets and exhibit international business prowess and superior performance, from or near their founding. Our explication highlights the critical role of innovative culture, as well as knowledge and capabilities, in this unique breed of international, entrepreneurial firm. Case studies are analyzed to better understand the early internationalization phenomenon and reveal key orientations and strategies that engender international success among these innovative firms. Case findings are then validated in a survey-based study. Despite the scarce resources typical of young firms, our findings reveal that born-global firms leverage a distinctive mix of orientations and strategies that allow them to succeed in diverse international markets. Findings have important implications for the internationalization of contemporary firms.

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Section: Methodsmentioning

confidence: 99%

Section: Methodsmentioning

confidence: 99%

Section: Organizational Culturementioning

confidence: 99%

mentioning

confidence: 99%

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Innovation, organizational capabilities, and the born-global firm

2004

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“…Phakiti (2008) considered strategic competence as a part of communicative language ability. Some researchers, such as McKee, Conant, Varadarajan, and Mokwa (1992) and Porter (1991), have suggested that firms use strategic competence to maximize strategic and financial performance and thus create market imperfections (Knight, 2001). …”

Section: Strategic Competencementioning

confidence: 99%

Effects of Service Standards Communication and Servant Leadership on Strategic Competence and Customer Orientation

Tomaselli

Göztaş²,

Topsümer³

2014

CBR

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Service standards communication and servant leadership are both important mechanisms to improve an organization's service process. Therefore, they are likely to affect strategic competence and customer orientation skills of organizations. In this research, customer orientation and strategic competence are undertaken in relation with servant leadership and service standards communication, using a sample of 106 Turkish firms' executive assistants. The results prove that service standards communication and servant leadership have a strong positive relationship with both strategic competence and customer orientation.

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Relationship Quality in Business to Business Relationships—Reviewing the Current Literatures and Proposing a New Measurement Model

Jiang¹,

Shiu²,

Henneberg

et al. 2016

Psychology and Marketing

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Relationship quality is a central theme in business to business relationships, and it is becoming increasingly important from a theoretical as well as practical perspective to understand and monitor relationship quality. Despite its pivotal role, measurement issues of relationship quality have not been systematically investigated, confounded by a lack of consensus on the dimensions and contents of this construct. This paper presents a comprehensive review on the measures of relationship quality, and proposes the CLOSES scale as a new monitoring tool. This higher order, multidimensional scale reflects the intensity of communication (C), long-term orientation (LO), and social and economic satisfaction (SES) of a focal actor in a business relationship. Tested with data collected from 404 construction companies and cross-checked with a second round of data collection from 201 companies in other various industries, using partially multiple respondents, this new scaleshows good reliability, convergent, discriminant, and nomological validity, as well as cross-industry transferability. Thus, future academic research as well as practical management of business relationships is enriched by providing a valid and reliable tool that is not tied to a specific industry setting, to capture the important construct of relationship quality.

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Success-producer and failure-preventer marketing skills: A social learning theory interpretation

Cited by 50 publications

References 26 publications

Innovation, organizational capabilities, and the born-global firm

Innovation, organizational capabilities, and the born-global firm

Effects of Service Standards Communication and Servant Leadership on Strategic Competence and Customer Orientation

Relationship Quality in Business to Business Relationships—Reviewing the Current Literatures and Proposing a New Measurement Model

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