The DOI matches its Crossref record; 30 of the 30 references it cites were found in a registry or an index.
Customer orientation and performance: a study of SMEs
Abstract
This study examined the customer orientation ‐ performance link in small‐ and medium‐sized businesses and tested for the possible effects of innovation orientation, market dynamism and competitive intensity on the degree of customer orientation among these firms. Specific performance measures used were new product success, sales growth and return on investment (ROI). Based on constructs of these measures, a research scale was developed for the study and data were collected via a self‐administered mail survey among a UK samples of small‐ and medium‐sized enterprises (SMEs). The results show a positive effect of customer orientation on SME performance. There are also findings on the varied influences of innovation orientation and the competitive environment on the levels of SME customer orientation. In the light of existing literature, implications of our findings for SME managers, the study’s limitations and future research directions are subsequently addressed.
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Cites
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A Paradigm for Developing Better Measures of Marketing Constructs
Churchill, G. A. (1979) · Journal of Marketing Research · doi:10.1177/002224377901600110 · Cited by 16,549
Competitive Advantage: Creating and Sustaining Superior Performance
Porter, M. E. (1985) · Cited by 14,701
The Effect of a Market Orientation on Business Profitability
Narver, J. C., & Slater, S. F. (1990) · Journal of Marketing · doi:10.1177/002224299005400403 · Cited by 7,947
Strategic management of small firms in hostile and benign environments
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Competitive advantage: creating and sustaining superior performance
Ponter, M. E. (1998) · Cited by 5,801
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(1983) · Long Range Planning · doi:10.1016/0024-6301(83)90015-8 · Cited by 4,437
Market Orientation: Antecedents and Consequences
Jaworski, B. J., & Kohli, A. K. (1993) · Journal of Marketing · doi:10.1177/002224299305700304 · Cited by 4,343
Market Orientation: The Construct, Research Propositions, and Managerial Implications
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Cited by
The fruit flies of innovations: a taxonomy of innovative small firms
de Jong, J. P. J., & Marsili, O. (2006) · Research Policy · doi:10.1016/j.respol.2005.09.007 · Cited by 445
Is sibling rivalry good or bad for high technology organizations?
Khoja, F. (2008) · The Journal of High Technology Management Research · doi:10.1016/j.hitech.2008.06.006 · Cited by 10
Metadata
- Authors
- Appiah‐Adu, K., & Singh, S.
- Venue
- Management Decision
- Publisher
- Emerald
- Published
- 1998-08-01
- Volume
- 36
- Issue
- 6
- Pages
- 385-394
- ISSN
- 0025-1747 (ISSN-L)
- OpenAlex
- W1998044667
- Cited by
- 441
- References
- 30
- FWCI
- 7.43
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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