Customer Orientation and Performance in Small Firms: Examining the Moderating Influence of Risk‐Taking, Innovativeness, and Opportunity Focus

Beverly K. Brockman, Michael A. Jones and Richard C. Becherer

Journal of Small Business Management, 2012, vol. 50, issue 3, 429-446

Abstract: Customer orientation is considered to be an essential element for small firm success despite relatively little empirical evidence to support such a claim. This research examines the customer orientation–performance relationship among 180 small firms, and the moderating influence of risk‐taking, innovativeness, and opportunity focus on that relationship. Results support the overall positive influence of customer orientation on performance and indicate that the influence is stronger as risk‐taking, innovativeness, and opportunity focus increase. Interestingly, customer orientation does not positively influence small firm performance under low levels of risk‐taking, innovativeness, and opportunity focus.

Date: 2012
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DOI: 10.1111/j.1540-627X.2012.00361.x

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