Fine tuning market oriented practices

Brendan Gray

Business Horizons, 2010, vol. 53, issue 4, 371-383

Abstract: Being more market oriented--in other words, getting closer to customers while keeping a wary eye on competitors in order to respond quickly and effectively to changing market conditions--has long been viewed as a key way of improving competitive advantage. However, there is still a lack of understanding about how to optimize the implementation of market oriented business strategies, particularly in the service sector. This article addresses that gap by investigating how customer and competitor focused practices can be fine tuned to create differential advantages. An in-depth qualitative study of professional, financial, and business service firms in New Zealand suggests that how well market oriented practices are implemented is much more important than the range of practices that are adopted.

Keywords: Market; orientation; Benchmarking; Services; Competitive; advantage (search for similar items in EconPapers)
Date: 2010
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