Ändra sökning
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf
Effective forms of market orientation across the business cycle: A longitudinal analysis of business-to-business firms
Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring. Aalto University School of Business, Finland.
2016 (Engelska)Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 52, s. 91-99Artikel i tidskrift (Refereegranskat) Published
Abstract [en]

Macroeconomic developments, such as the business cycle, have a remarkable influence on firms and their perfor- mance. In business-to-business (B-to-B) markets characterized by a strong emphasis on long-term customer relationships, market orientation (MO) provides a particularly important safeguard for firms against fluctuating market forces. Using panel data from an economic upturn and downturn, we examine the effectiveness of differ- ent forms of MO (i.e., customer orientation, competitor orientation, interfunctional coordination, and their combinations) on firm performance in B-to-B firms. Our findings suggest that the impact of MO increases espe- cially during a downturn, with interfunctional coordination clearly boosting firm performance and, conversely, competitor orientation becoming even detrimental. The findings further indicate that both the role of MO and its most effective forms vary across industry sectors, MO having a particularly strong impact on performance among B-to-B service firms. The findings of our study provide guidelines for executives to better manage perfor- mance across the business cycle and tailor their investments in MO more effectively, according to the firm's specific industry sector. 

Ort, förlag, år, upplaga, sidor
2016. Vol. 52, s. 91-99
Nyckelord [en]
Market orientation, Firm performance, Business cycle, Industry sector, Configuration
Nationell ämneskategori
Företagsekonomi
Forskningsämne
företagsekonomi
Identifikatorer
URN: urn:nbn:se:su:diva-120241DOI: 10.1016/j.indmarman.2015.05.012ISI: 000370995900011OAI: oai:DiVA.org:su-120241DiVA, id: diva2:851011
Tillgänglig från: 2015-09-03 Skapad: 2015-09-03 Senast uppdaterad: 2022-02-23Bibliografiskt granskad

Open Access i DiVA

fulltext(593 kB)1922 nedladdningar
Filinformation
Filnamn FULLTEXT01.pdfFilstorlek 593 kBChecksumma SHA-512
2b64453368a5d450cbf78d27178e448348cdd707dd8cff90bb39f23ecd2d772c3ca3359af6a10511fc400745a3fa52f09bd60fa8f3b6e00a35a26027d93f3804
Typ fulltextMimetyp application/pdf

Övriga länkar

Förlagets fulltext

Person

Tikkanen, Henrikki

Sök vidare i DiVA

Av författaren/redaktören
Tikkanen, Henrikki
Av organisationen
Marknadsföring
I samma tidskrift
Industrial Marketing Management
Företagsekonomi

Sök vidare utanför DiVA

GoogleGoogle Scholar
Totalt: 1925 nedladdningar
Antalet nedladdningar är summan av nedladdningar för alla fulltexter. Det kan inkludera t.ex tidigare versioner som nu inte längre är tillgängliga.

doi
urn-nbn

Altmetricpoäng

doi
urn-nbn
Totalt: 581 träffar
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf