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:
Journal Article
Journal or Publication Title:
Industrial Marketing Management
Uncontrolled Keywords:
/dk/atira/pure/subjectarea/aacsb/disciplinebasedresearch
Subjects:
ID Code:
45625
Deposited By:
Deposited On:
11 Jul 2011 18:35
Refereed?:
Yes
Published?:
Published
Last Modified:
19 Sep 2020 02:05