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  • Influence
Market orientation: Antecedents and consequences
This research addresses three questions: (1) Why are some organizations more market-oriented than others? (2) What effect does a market orientation have on employees and business performance? (3) D...
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Market orientation: The construct, research propositions, and managerial implications.
The literature reflects remarkably little effort to develop a framework for understanding the implementation of the marketing concept. The authors synthesize extant knowledge on the subject and pro...
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Market Orientation: The Construct, Research Propositions, and Managerial Implications
The literature reflects remarkably little effort to develop a framework for understanding the implementation of the marketing concept. The authors synthesize extant knowledge on the subject andExpand
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Markor: A Measure of Market Orientation
In recent years, academic and practitioner interest has focused on market orientation and factors that engender this orientation in organizations. However, much less attention has been devoted toExpand
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Rethinking Customer Solutions: From Product Bundles to Relational Processes
Abstract This study draws on depth interviews with 49 managers in customer firms and 55 managers in supplier firms and on discussions with 21 managers in two focus groups to propose a new way ofExpand
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Market-driven versus driving markets
The purpose of this article is to discuss two approaches to being market oriented—a market-driven approach and a driving-markets approach.Market driven refers to a business orientation that is basedExpand
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Sales and Marketing Integration: A Proposed Framework
In this paper, we identify sales and marketing activities and common impediments to their integration. We then discuss the concept of sales–marketing integration and distinguish it from relatedExpand
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Market Intelligence Dissemination across Functional Boundaries
The authors extend previous research by examining antecedents and consequences of the market intelligence dissemination process across functional boundaries. Their study, involving 788 nonmarketingExpand
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Market orientation: Review, refinement, and roadmap
Over the past ten years, significant progress has been made in the market orientation area. Scholarly attention has focused on the definition, measurement, and impact of a market orientation.Expand
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Reducing marketing’s conflict with other functions: The differential effects of integrating mechanisms
To operate effectively, marketing must work in harmony with other functional departments in a firm. This study focuses on marketing’s interactions with three functions that play a key role in theExpand
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