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Article
Publication date: 1 August 2016

Sanja Pekovic, Sylvie Rolland and Hubert Gatignon

This study aims to investigates the effect of three customer orientation components – customer information-processing, responsiveness and values and norms – on a firm’s decision…

2432

Abstract

Purpose

This study aims to investigates the effect of three customer orientation components – customer information-processing, responsiveness and values and norms – on a firm’s decision to adopt environmental management practices. Consistent with the literature on strategy and industrial marketing, the authors also examine the moderating effect of marketplace characteristics.

Design/methodology/approach

The authors use a linear model on a sample of 4,324 French firms with ten or more employees.

Findings

Based on a large-scale survey of firms across industries, the results indicate that customer information-processing and values and norms directly contribute to the adoption of environmental management practices. Furthermore, the effect of customer information-processing is shown to be contingent on market competition.

Practical implications

The findings have direct practical implications. When managers recognize the importance and usefulness of customer orientation, they understand the need to formulate organizational strategies in terms of environmental management practices that reflect customer expectations. In addition, following the strategic fit approach, customer orientation should fit with the specific market environment to stimulate the adoption of environmental management practices. In other words, the findings are useful for managers, who can assess the specific environmental characteristics they are facing and align these with customer orientation to build competitive advantage.

Originality/value

The findings indicate that the different dimensions of customer orientation distinctly affect a firm’s decision to adopt environmental management practices. In this sense, the authors argue that they capture different facets of the customer orientation measure, which points to the importance of analyzing the dimensions of customer orientation separately. Furthermore, rather than analyzing aggregate measures of corporate social responsibility, the authors selected environmental orientation as a specific dimension, which has received less attention in the industrial marketing literature. Finally, the main findings mark an important contribution to the literature because they provide deeper insights into the conditions under which customer orientation dimensions drive the adoption of environmental management practices.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 17 June 2009

Tao (Tony) Gao and Talin E. Sarraf

This paper explores the major factors influencing multinational companies’ (MNCs) propensity to change the level of resource commitments during financial crises in emerging…

1116

Abstract

This paper explores the major factors influencing multinational companies’ (MNCs) propensity to change the level of resource commitments during financial crises in emerging markets. Favorable changes in the host government policies, market demand, firm strategy, and infrastructural conditions are hypothesized to influence the MNCs’ decision to increase resource commitments during a crisis. The hypotheses are tested with data collected in a survey of 82 MNCs during the recent Argentine financial crisis (late 2002). While all the above variables are considered by the respondents as generally important reasons for increasing resource commitments during a crisis, only favorable changes in government policies significantly influence MNCs’ decisions to change the level of resource commitments during the Argentine financial crisis. The research, managerial implications, and policy‐making implications are discussed.

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Book part
Publication date: 1 February 2007

Deepa Chandrasekaran and Gerard J. Tellis

Abstract

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Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1306-6

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Article
Publication date: 1 May 1991

Thomas S. Robertson and Hubert Gatignon

Innovator companies need to rehearse a logical strategic defense before they're ambushed by a new competitor.

729

Abstract

Innovator companies need to rehearse a logical strategic defense before they're ambushed by a new competitor.

Details

Planning Review, vol. 19 no. 5
Type: Research Article
ISSN: 0094-064X

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Article
Publication date: 1 February 1999

Julie T. Johnson, James W. Busbin and James W. Pearce

This study evaluated the linkages among market tracking, research & development (R&D), international competition and firm profitability. Over six hundred electronic and computer…

140

Abstract

This study evaluated the linkages among market tracking, research & development (R&D), international competition and firm profitability. Over six hundred electronic and computer manufacturers were surveyed. Results show a clear linkage between market tracking, R&D and increased profitability. The study found no linkage between international competition and profitability. These findings are useful benchmarks for marketing managers in understanding the contributions these practices and variables make to the financial performance of the firm.

Details

Competitiveness Review: An International Business Journal, vol. 9 no. 2
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 11 March 2009

Kam C. Chan, Hung‐Gay Fung and Wai K. Leung

We examine the citations from four international business (IB) journals over 2000‐2004 to show the areas, the journals, and the institutions that impact IB research. The leading…

382

Abstract

We examine the citations from four international business (IB) journals over 2000‐2004 to show the areas, the journals, and the institutions that impact IB research. The leading works that influence IB research are primarily management journals, scholarly books, and IB journals. IB research is published in non‐IB journals, as well and this has influenced the recent research in IB journals. U.S. and non‐U.S. academic institutions and non‐academic organizations are among the top 100 institutions that impact IB research, indicating that this research is a truly global endeavor. Finally, recent IB research is influenced more by recent published research than by past research. Scholarly books have become less influential, while the economics, finance, and marketing journals show no change in the influence on IB research over time.

Details

Multinational Business Review, vol. 17 no. 1
Type: Research Article
ISSN: 1525-383X

Keywords

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Book part
Publication date: 1 January 2006

Donald R. Lehmann

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1305-9

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Article
Publication date: 1 March 1997

Edward R. Bruning, Harry J. Turtle and Kevin Buhr

We examine the entry mode choice for Canadian firms entering the United States (U.S.). Entry options are categorized into three competing modes: mergers and acquisitions; joint…

204

Abstract

We examine the entry mode choice for Canadian firms entering the United States (U.S.). Entry options are categorized into three competing modes: mergers and acquisitions; joint ventures; and subsidiaries. The unit of analysis is the foreign direct investment (FDI) transaction between a Canadian firm and an American counterpart during the period from January 1980 through December 1989. Using canonical discriminant analysis, we develop a set of variables that characterize the entry mode choice. We find transaction specific information available to senior management provides important information regarding the entry mode choice. The importance of mergers and acquisitions is particularly apparent over this sample period. Empirical evidence strongly supports our measures of resource commitment, dissemination risk, and liquidity position as important measures determining mode of entry. Joint ventures display meaningful differences related to these measures in contrast to both mergers and acquisitions, and subsidiary investments.

Details

International Journal of Commerce and Management, vol. 7 no. 3/4
Type: Research Article
ISSN: 1056-9219

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Book part
Publication date: 1 January 2009

Barak Libai, Vijay Mahajan and Eitan Muller

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-727-8

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Article
Publication date: 1 March 2006

Ed Chung and Kim Whalen

This article is premised on the idea that social networks represent an important, but often overlooked, unit of analysis in management and entrepreneurship studies. The concept of…

1142

Abstract

This article is premised on the idea that social networks represent an important, but often overlooked, unit of analysis in management and entrepreneurship studies. The concept of embeddedness, emphasizing the significance of social relationships, is of particular relevance as more and more frequently minorities and immigrants engage in small businessownership. This article borrows from the ethnicity and social network traditions, and offers that an analysis of the ethnic homogeneity of an entrepreneur's strong and weak social ties would be fruitful in gauging entrepreneurial success.

Details

New England Journal of Entrepreneurship, vol. 9 no. 1
Type: Research Article
ISSN: 1550-333X

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