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Cited by 3,861

The DOI matches its Crossref record.

Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis

Deshpandé, Rohit, Farley, John U., Webster, Frederick E.·1993·Journal of Marketing
DOI 10.1177/002224299305700102
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Abstract

“Quadrads” (double dyads) of interviews, each conducted with a pair of marketing executives at a Japanese vendor firm and a pair of purchasing executives at a Japanese customer firm, provided data on corporate culture, customer orientation, innovativeness, and market performance. Business performance (relative profitability, relative size, relative growth rate, and relative share of market) was correlated positively with the customer's evaluation of the supplier's customer orientation, but the supplier's own assessment of customer orientation did not correspond well to that of the customer. Japanese companies with corporate cultures stressing competitiveness (markets) and entrepreneurship (adhocracies) outperformed those dominated by internal cohesiveness (clans) or by rules (hierarchies). Successful market innovation also improved performance.

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Metadata

Authors
Deshpandé, R., Farley, J. U., & Webster, F. E.
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
1993-01
Volume
57
Issue
1
Pages
23-37
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
DOI
10.1177/002224299305700102
OpenAlex
W2035303902
Cited by
3,861
References
0
FWCI
93.48
Type
journal article
Language
en
Open access
closed

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