2,017
Views
33
CrossRef citations to date
0
Altmetric
Articles

Does market orientation pay off without brand orientation? A study of small business entrepreneurs

, , &
Pages 673-694 | Received 01 Jul 2015, Accepted 03 Nov 2015, Published online: 22 Dec 2015

References

  • Aaker, D. (1991). Managing brand equity. New York, NY: The Free Press.
  • Aaker, D., & Joachimsthaler, E. (2000). Brand leadership. New York, NY: The Free Press.
  • Aaker, D. A., & Jacobson, R. (1994). The financial information content of perceived quality. Journal of Marketing Research, 31(2), 191–201. doi:10.2307/3152193
  • Alpkan, L., Yilmaz, C., & Kaya, N. (2007). Market orientation and planning flexibility in SMEs: Performance implications and an empirical investigation. International Small Business Journal, 25(2), 152–172. doi:10.1177/0266242607074518
  • Anderson, B. S., & Eshima, Y. (2013). The influence of firm age and intangible resources on the relationship between entrepreneurial orientation and firm growth among Japanese SMEs. Journal of Business Venturing, 28(3), 413–429. doi:10.1016/j.jbusvent.2011.10.001
  • Armstrong, J. S., & Overton, T. S. (1977). Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14(3), 396–402. doi:10.2307/3150783
  • Baldauf, A., Cravens, K. S., & Binder, G. (2003). Performance consequences of brand equity management: Evidence from organizations in the value chain. Journal of Product & Brand Management, 12(4), 220–236. doi:10.1108/10610420310485032
  • Barnes, J. G. (2001). Secrets of customer relationship management: It’s all about how you make them feel. New York, NY: McGraw-Hill.
  • Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173–1182. doi:10.1037/0022-3514.51.6.1173
  • Baumgarth, C. (2010). Living the brand: Brand orientation in the business-to-business sector. European Journal of Marketing, 44(5), 653–671. doi:10.1108/03090561011032315
  • Baumgarth, C., Merrilees, B., & Urde, M. (2013). Brand orientation: Past, present and future. Journal of Marketing Management, 29(9–10), 973–980. doi:10.1080/0267257X.2013.817768
  • Becker, J., & Homburg, C. (1999). Market-oriented management: A system-based perspective. Journal of Market-Focused Management, 4(1), 17–41. doi:10.1023/A:1009804011447
  • Boso, N., Story, V. M., & Cadogan, J. W. (2013). Entrepreneurial orientation, market orientation, network ties, and performance: Study of entrepreneurial firms in a developing economy. Journal of Business Venturing, 28(6), 708–727. doi:10.1016/j.jbusvent.2013.04.001
  • Bracker, J. S., & Pearson, J. N. (1986). Planning and financial performance of small, mature firms. Strategic Management Journal, 7, 503–522. doi:10.1002/smj.4250070603
  • Brïdson, K., & Evans, J. (2004). The secret to a fashion advantage is brand orientation. International Journal of Retail & Distribution Management, 32(8), 403–411. doi:10.1108/09590550410546223
  • Byrne, B. M. (2004). Testing for multigroup invariance using AMOS graphics: A road less traveled. Structural Equation Modeling: A Multidisciplinary Journal, 11(2), 272–300. doi:10.1207/s15328007sem1102_8
  • Cadogan, J. W. (2012). International marketing, strategic orientations and business success: Reflections on the road ahead. International Marketing Review, 29(4), 340–348. doi:10.1108/02651331211242656
  • Calantone, R. J., Cavusgil, S. T., & Zhao, Y. (2002). Learning orientation, firm innovation capability, and firm performance. Industrial Marketing Management, 31(6), 515–524. doi:10.1016/S0019-8501(01)00203-6
  • Centeno, E., Hart, S., & Dinnie, K. (2013). The five phases of SME brand-building. Journal of Brand Management, 20, 445–457. doi:10.1057/bm.2012.49
  • Chaudhuri, A., & Holbrook, M. B. (2001). The chain of effects from brand trust and brand affect to brand performance: The role of brand loyalty. Journal of Marketing, 65(2), 81–93. doi:10.1509/jmkg.65.2.81.18255
  • Deng, S., & Dart, J. (1994). Measuring market orientation: A multi-factor, multi-item approach. Journal of Marketing Management, 10(8), 725–742. doi:10.1080/0267257X.1994.9964318
  • Ellis, P. D. (2006). Market orientation and performance: A meta-analysis and cross-national comparisons. Journal of Management Studies, 43(5), 1089–1107. doi:10.1111/j.1467-6486.2006.00630.x
  • Evans, J., Bridson, K., & Rentschler, R. (2012). Drivers, impediments and manifestations of brand orientation: An international museum study. European Journal of Marketing, 46(11/12), 1457–1475. doi:10.1108/03090561211259934
  • Ewing, M. T., & Napoli, J. (2005). Developing and validating a multidimensional nonprofit brand orientation scale. Journal of Business Research, 58(6), 841–853. doi:10.1016/j.jbusres.2003.09.012
  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50. doi:10.2307/3151312
  • Gaur, S. S., Vasudevan, H., & Gaur, A. S. (2011). Market orientation and manufacturing performance of Indian SMEs: Moderating role of firm resources and environmental factors. European Journal of Marketing, 45(7/8), 1172–1193. doi:10.1108/03090561111137660
  • Gilmore, A., Carson, D., & Grant, K. (2001). SME marketing in practice. Marketing Intelligence & Planning, 19(1), 6–11. doi:10.1108/02634500110363583
  • González-Benito, Ó., & González-Benito, J. (2005). Cultural vs. operational market orientation and objective vs. subjective performance: Perspective of production and operations. Industrial Marketing Management, 34(8), 797–829. doi:10.1016/j.indmarman.2005.01.002
  • Gray, B., Matear, S., Boshoff, C., & Matheson, P. (1998). Developing a better measure of market orientation. European Journal of Marketing, 32(9/10), 884–903. doi:10.1108/03090569810232327
  • Grinstein, A. (2008). The relationships between market orientation and alternative strategic orientations – A meta-analysis. European Journal of Marketing, 42(1/2), 115–134. doi:10.1108/03090560810840934
  • Gromark, J., & Melin, F. (2011). The underlying dimensions of brand orientation and its impact on financial performance. Journal of Brand Management, 18(6), 394–410. doi:10.1057/bm.2010.52
  • Gromark, J., & Melin, F. (2013). From market orientation to brand orientation in the public sector. Journal of Marketing Management, 29(9–10), 1099–1123. doi:10.1080/0267257X.2013.812134
  • Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2010). Multivariate data analysis (7th ed.). Upper Saddle River, NJ: Prentice Hall.
  • Hankinson, G. (2012). The measurement of brand orientation, its performance impact, and the role of leadership in the context of destination branding: An exploratory study. Journal of Marketing Management, 28(7–8), 974–999. doi:10.1080/0267257X.2011.565727
  • Hankinson, P. (2001). Brand orientation in the charity sector: A framework for discussion and research. International Journal of Nonprofit and Voluntary Sector Marketing, 6(3), 231–242. doi:10.1002/nvsm.149
  • Harris, F., & de Chernatony, L. (2001). Corporate branding and corporate brand performance. European Journal of Management, 35(3/4), 441–446. doi:10.1108/03090560110382101
  • Hirvonen, S., Laukkanen, T., & Reijonen, H. (2013). The brand orientation-performance relationship: An examination of moderation effects. Journal of Brand Management, 20(8), 623–641. doi:10.1057/bm.2013.4
  • Hogarth-Scott, S., Watson, K., & Wilson, N. (1996). Do small businesses have to practise marketing to survive and grow? Marketing Intelligence & Planning, 14(1), 6–18. doi:10.1108/02634509610106197
  • Homburg, C., & Pflesser, C. (2000). A multiple-layer model of market-oriented organizational culture: Measurement issues and performance outcomes. Journal of Marketing Research, 37(4), 449–462. doi:10.1509/jmkr.37.4.449.18786
  • Huang, Y., & Tsai, Y. (2013). Antecedents and consequences of brand-oriented companies. European Journal of Marketing, 47(11/12), 2020–2041. doi:10.1108/EJM-07-2011-0371
  • Jaworski, B. J., & Kohli, A. K. (1993). Market orientation: Antecedents and consequences. Journal of Marketing, 57(3), 53–70. doi:10.2307/1251854
  • Keller, K. L. (2000). The brand report card. Harvard Business Review, 78(1), 147–157.
  • Keller, K. L. (2003). Strategic brand management – Building, measuring and managing brand equity. Upper Saddle River, NJ: Prentice Hall.
  • Kim, H.-B., Kim, W. G., & An, J. A. (2003). The effect of consumer-based brand equity on firms’ financial performance. Journal of Consumer Marketing, 20(4), 335–351. doi:10.1108/07363760310483694
  • Kohli, A. K., & Jaworski, B. J. (1990). Market orientation: The construct, research propositions, and managerial implications. Journal of Marketing, 54(2), 1–18. doi:10.2307/1251866
  • Krake, F. B. (2005). Successful brand management in SMEs: A new theory and practical hints. Journal of Product & Brand Management, 14(4), 228–238. doi:10.1108/10610420510609230
  • Kropp, F., Lindsay, N. J., & Shoham, A. (2006). Entrepreneurial, market, and learning orientations and international entrepreneurial business venture performance in South African Firms. International Marketing Review, 23(5), 504–523. doi:10.1108/02651330610703427
  • Kumar, V., Jones, E., Venkatesan, R., & Leone, R. P. (2011). Is market orientation a source of sustainable competitive advantage or simply the cost of competing? Journal of Marketing, 75(1), 16–30. doi:10.1509/jmkg.75.1.16
  • Laukkanen, T., Nagy, G., Hirvonen, S., Reijonen, H., & Pasanen, M. (2013). The effect of strategic orientations on business performance in SMEs: A multigroup analysis comparing Hungary and Finland. International Marketing Review, 30(6), 510–535. doi:10.1108/IMR-09-2011-0230
  • Leek, S., & Christodoulides, G. (2012). A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management, 41(1), 106–114. doi:10.1016/j.indmarman.2011.11.009
  • Lukas, B. A., Hult, G. T. M., & Ferrell, O. C. (1996). A theoretical perspective of the antecedents and consequences of organizational learning in marketing channels. Journal of Business Research, 36(3), 233–244. doi:10.1016/0148-2963(95)00154-9
  • McCartan-Quinn, D., & Carson, D. (2003). Issues which impact upon marketing in the small firm. Small Business Economics, 21(2), 201–213. doi:10.1023/A:1025070107609
  • Merrilees, B. (2005). Radical brand evolution: A case-based framework. Journal of Advertising Research, 45(2), 201–210. doi:10.1017/S0021849905050221
  • Naldi, L., & Davidsson, P. (2014). Entrepreneurial growth: The role of international knowledge acquisition as moderated by firm age. Journal of Business Venturing, 29(5), 687–703. doi:10.1016/j.jbusvent.2013.08.003
  • Narver, J. C., & Slater, S. F. (1990). The effect of a market orientation on business profitability. Journal of Marketing, 54(4), 20–35. doi:10.2307/1251757
  • O’Dwyer, M., Gilmore, A., & Carson, D. (2009). Innovative marketing in SMEs. European Journal of Marketing, 43(1/2), 46–61. doi:10.1108/03090560910923238
  • Park, C. S., & Srinivasan, V. (1994). A survey-based method for measuring and understanding brand equity and its extendibility. Journal of Marketing Research, 31(2), 271–288. doi:10.2307/3152199
  • Poon, J. M., Ainuddin, R. A., & Junit, S. H. (2006). Effects of self-concept traits and entrepreneurial orientation on firm performance. International Small Business Journal, 24(1), 61–82. doi:10.1177/0266242606059779
  • Reid, M., Luxton, S., & Mavondo, F. (2005). The relationship between integrated marketing communication, market orientation, and brand orientation. Journal of Advertising, 34(4), 11–23. doi:10.1080/00913367.2005.10639210
  • Reijonen, H. (2010). Do all SMEs practise same kind of marketing? Journal of Small Business and Enterprise Development, 17(2), 279–293. doi:10.1108/14626001011041274
  • Reijonen, H., Hirvonen, S., Nagy, G., Laukkanen, T., & Gabrielsson, M. (2015). The impact of entrepreneurial orientation on B2B branding and business growth in emerging markets. Industrial Marketing Management, 51, 35–46. doi:10.1016/j.indmarman.2015.04.016
  • Reijonen, H., & Laukkanen, T. (2010). Customer relationship oriented marketing practices in SMEs. Marketing Intelligence & Planning, 28(2), 115–136. doi:10.1108/02634501011029646
  • Reijonen, H., Laukkanen, T., Komppula, R., & Tuominen, S. (2012). Are growing SMEs more market-oriented and brand-oriented? Journal of Small Business Management, 50(4), 699–716. doi:10.1111/j.1540-627X.2012.00372.x
  • Reijonen, H., Párdányi, S., Tuominen, S., Laukkanen, T., & Komppula, R. (2014). Are growth-oriented SMEs more likely to adopt market and brand orientations? Journal of Small Business and Enterprise Development, 21(2), 250–264. doi:10.1108/JSBED-10-2013-0152
  • Schmiemann, M. (2008). Enterprises by size class – Overview of SMEs in the EU. Eurostat: Statistics in Focus. Issue 31/2008.
  • Simões, C., & Dibb, S. (2001). Rethinking the brand concept: New brand orientation. Corporate Communications: An International Journal, 6(4), 217–224. doi:10.1108/13563280110409854
  • Sinkula, J. M. (1994). Market information processing and organizational learning. Journal of Marketing, 58(1), 35–45. doi:10.2307/1252249
  • Slater, S. F., & Narver, J. C. (1994). Does competitive environment moderate the market orientation-performance relationship? Journal of Marketing, 58(1), 46–55. doi:10.2307/1252250
  • Slater, S. F., & Narver, J. C. (1998). Customer-led and market-oriented: Let’s not confuse the two. Strategic Management Journal, 19(10), 1001–1006. doi:10.1002/(SICI)1097-0266(199810)19:10<1001::AID-SMJ996>3.0.CO;2-4
  • Song, M., Wang, T., & Parry, M. E. (2010). Do market information processes improve new venture performance? Journal of Business Venturing, 25, 556–568. doi:10.1016/j.jbusvent.2009.03.003
  • Sørensen, H. E. (2009). Why competitors matter for market orientation. European Journal of Marketing, 43(5/6), 735–761. doi:10.1108/03090560910947025
  • Steenkamp, J.-B. E. M., & Baumgartner, H. (1998). Assessing measurement invariance in cross-national consumer research. Journal of Consumer Research, 25(1), 78–107. doi:10.1086/209528
  • Urde, M. (1994). Brand orientation – A strategy for survival. Journal of Consumer Marketing, 11(3), 18–32. doi:10.1108/07363769410065445
  • Urde, M. (1999). Brand orientation: A mindset for building brands into strategic resources. Journal of Marketing Management, 15(1–3), 117–133. doi:10.1362/026725799784870504
  • Urde, M., Baumgarth, C., & Merrilees, B. (2013). Brand orientation and market orientation –– from alternatives to synergy. Journal of Business Research, 66(1), 13–20. doi:10.1016/j.jbusres.2011.07.018
  • Wall, T. D., Michie, J., Patterson, M., Wood, S. J., Sheehan, M., Clegg, C. W., & West, M. (2004). On the validity of subjective measures of company performance. Personnel Psychology, 57(1), 95–118. doi:10.1111/j.1744-6570.2004.tb02485.x
  • Wallace, E., Buil, I., & de Chernatony, L. (2013). Brand orientation and brand values in retail banking. Journal of Marketing Management, 29(9–10), 1007–1029. doi:10.1080/0267257X.2013.796323
  • Wong, H. Y., & Merrilees, B. (2005). A brand orientation typology for SMEs: A case research approach. Journal of Product & Brand Management, 14(3), 155–162. doi:10.1108/10610420510601021
  • Wong, H. Y., & Merrilees, B. (2007). Closing the marketing strategy to performance gap: The role of brand orientation. Journal of Strategic Marketing, 15(5), 387–402. doi:10.1080/09652540701726942
  • Wong, H. Y., & Merrilees, B. (2008). The performance benefits of being brand-orientated. Journal of Product & Brand Management, 17(6), 372–383. doi:10.1108/10610420810904112
  • Wood, L. (2000). Brands and brand equity: Definition and management. Management Decision, 38(9), 662–669. doi:10.1108/00251740010379100
  • Woodside, A. G. (2013). Moving beyond multiple regression analysis to algorithms: Calling for adoption of a paradigm shift from symmetric to asymmetric thinking in data analysis and crafting theory. Journal of Business Research, 66(4), 463–472. doi:10.1016/j.jbusres.2012.12.021
  • Zhao, X., Lynch, J. G., & Chen, Q. (2010). Reconsidering Baron and Kenny: Myths and truths about mediation analysis. Journal of Consumer Research, 37(2), 197–206. doi:10.1086/651257

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.