The Capabilities and Perfor Mance Advantages of Market†Driven Firms: An Empirical Investigation

Douglas W. Vorhies and Michael Harker
Additional contact information
Douglas W. Vorhies: Department of Marketing, Illinois State University, College of Business Administration, Campus Box 5590, Normal, IL 61790.
Michael Harker: Department of Marketing, University of the Sunshine Coast, Maroochydore, QLD 4558. Email: mharker@usc.edu.au

Australian Journal of Management, 2000, vol. 25, issue 2, 145-171

Abstract: Although progress has been made in understanding the development of businesses competencies from a theoretical perspective, relatively few empirical studies have addressed the capabilities needed to become market†driven and the perfor Mance advantages accruing to firms possessing these capabilities. One of the barriers faced has been in defining what is meant by the term ‘market†driven’. This study develops a multi†dimensional measure useful for assessing the degree to which a firm is market†driven. Evidence is presented in this study that strategically focused market†driven business units developed higher levels of capabilities than their less market†driven rivals and significantly outperfor Med these rival business units on four measures of organisational perfor Mance.

Keywords: MARKET†DRIVEN; MARKET ORIENTATION; CAPABILITIES (search for similar items in EconPapers)
Date: 2000
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (13)

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/031289620002500203 (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:sae:ausman:v:25:y:2000:i:2:p:145-171

DOI: 10.1177/031289620002500203

Access Statistics for this article

More articles in Australian Journal of Management from Australian School of Business
Bibliographic data for series maintained by SAGE Publications ().