Market-driving strategy and personnel attributes: Top management versus middle management

Vlasis Stathakopoulos, Konstantinos G. Kottikas, Ioannis G. Theodorakis and Efthymia Kottika

Journal of Business Research, 2019, vol. 104, issue C, 529-540

Abstract: This study focuses on the role that personnel attributes play during the implementation of a market-driving strategy, a topic that has heretofore received limited academic attention. Contrary to the traditional reactive market-driven approach, the proactive market-driving approach pertains to influencing the market structure and/or the market players' behavior in a direction that enhances the firm's competitive posture. Using a qualitative research design, it is empirically demonstrated for the first time that specific characteristics of the top management (i.e., open-minded policy, strong vision, strategic human resource management, transformational leadership, prediction skills and insightfulness, fostering creativity), as well as certain traits of middle-level employees (i.e., open-minded policy, transformational leadership, creativity, expertise, intrapreneurship, commitment, flexibility) are of central importance to the market-driving concept. Relevant research propositions are formulated and their respective implications are discussed.

Keywords: Market-driving strategy; Market orientation; Personnel attributes; Top management; Middle-level employees (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:104:y:2019:i:c:p:529-540

DOI: 10.1016/j.jbusres.2018.09.020

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