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

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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; Naudé, P; Henneberg, S; Kouchtch, S; Mouzas, S.

In: Industrial Marketing Management, Vol. 40, No. 1, 2010, p. 44-53.

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Smirnova, M ; Naudé, P ; Henneberg, S ; Kouchtch, S ; Mouzas, S. / The impact of market orientation on the development of relational capabilities and performance outcomes: the case of Russian industrial firms. In: Industrial Marketing Management. 2010 ; Vol. 40, No. 1. pp. 44-53.

Bibtex

@article{1e25412805374891a474b3fa2c9c3452,
title = "The impact of market orientation on the development of relational capabilities and performance outcomes: the case of Russian industrial firms",
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.",
author = "M Smirnova and P Naud{\'e} and S Henneberg and S Kouchtch and S Mouzas",
year = "2010",
doi = "10.1016/j.indmarman.2010.09.009",
language = "English",
volume = "40",
pages = "44--53",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier Inc.",
number = "1",

}

RIS

TY - JOUR

T1 - The impact of market orientation on the development of relational capabilities and performance outcomes: the case of Russian industrial firms

AU - Smirnova, M

AU - Naudé, P

AU - Henneberg, S

AU - Kouchtch, S

AU - Mouzas, S

PY - 2010

Y1 - 2010

N2 - 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.

AB - 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.

U2 - 10.1016/j.indmarman.2010.09.009

DO - 10.1016/j.indmarman.2010.09.009

M3 - Journal article

VL - 40

SP - 44

EP - 53

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 1

ER -