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The impact of market orientation on the development of relational capabilities and performance outcomes: the case of Russian industrial firms

Smirnova, M and Naudé, P and Henneberg, S and Kouchtch, S and Mouzas, S (2010) The impact of market orientation on the development of relational capabilities and performance outcomes: the case of Russian industrial firms. Industrial Marketing Management, 40 (1). pp. 44-53. ISSN 0019-8501

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    Abstract

    The article investigates the role of market orientation as an antecedent for the development of relational capabilities and performance in Russian industrial firms. We test the direct role of different aspects of market orientation on business performance in comparison to an indirect and mediated influence via improving a firm's ability to become embedded in relational structures. The results of an empirical study demonstrate the differential impact of components of market orientation – customer orientation, competitor orientation, and interfunctional coordination – as direct and indirect antecedents of relational capabilities and thus subsequently of overall firm performance. It can be shown that in Russian industrial markets competitor orientation directly and positively impacts on performance, while the other two components of market orientation have only a mediated effect on performance via the development of relational capabilities.

    Item Type: Article
    Journal or Publication Title: Industrial Marketing Management
    Subjects:
    Departments: Lancaster University Management School > Marketing
    ID Code: 45625
    Deposited By: ep_importer_pure
    Deposited On: 11 Jul 2011 19:35
    Refereed?: Yes
    Published?: Published
    Last Modified: 09 Apr 2014 22:35
    Identification Number:
    URI: http://eprints.lancs.ac.uk/id/eprint/45625

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