The role of horizontal and vertical new product alliances in responsive and proactive market orientations and performance of industrial manufacturing firms

Ozdemir, Sena and Kandemir, Destan and Eng, Teck Yong (2017) The role of horizontal and vertical new product alliances in responsive and proactive market orientations and performance of industrial manufacturing firms. Industrial Marketing Management, 64. pp. 25-35. ISSN 0019-8501

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Abstract

This study examines different roles of new product alliance partners in enhancing responsive market orientation (RMO) and proactive market orientation (PMO) of industrial manufacturing firms in the context of learning in business-to-business (B2B) relationships. A survey of 146 firms shows that horizontal new product alliances with competitors provide access to similar industrial knowledge and know-how and thus help improve a manufacturing firm's RMO through exploitative learning. Although vertical new product alliances with suppliers may grant access to similar domains of knowledge, the findings of this study do not provide any support for their effect on a manufacturing firm's RMO. In contrast, the study shows that vertical new product alliances with research institutions provide access to a broader knowledge base and greater know-how with higher levels of non-redundancy and thus help improve a PMO through explorative learning. In addition, the results suggest that both RMO and PMO developed in different types of new product alliances enable a manufacturing firm to improve its new product performance and eventually its overall performance.

Item Type:

Journal Article

Journal or Publication Title:

Industrial Marketing Management

Additional Information:

This is the author’s version of a work that was acceptedfor publication in Industrial Marketing Management. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work 3since it was submitted for publication. A definitive version was subsequently published in Industrial Marketing Management, 64, 2017 DOI: 10.1016/j.indmarman.2017.03.006

Uncontrolled Keywords:

/dk/atira/pure/subjectarea/asjc/1400/1406

Subjects:

?? business-to-business new product alliancesnew product performanceorganizational learningproactive market orientationresponsive market orientationmarketing ??

Departments:

Lancaster University Management School > Marketing

ID Code:

136678

Deposited By:

ep_importer_pure

Deposited On:

11 Oct 2019 12:50

Refereed?:

Yes

Published?:

Published