Implementing a Market Orientation in Small Manufacturing Firms: From Cognitive Model to Action

Autor:	Paul R. Minnillo, Beth Ann Martin, James H. Martin
Rok vydání:	2009
Předmět:	Cognitive model Performance management Action (philosophy) Departmentalization Management of Technology and Innovation Strategy and Management Market orientation Manufacturing firms Cognition Business Marketing Open communication General Business Management and Accounting
Zdroj:	Journal of Small Business Management. 47:92-115
ISSN:	1540-627X 0047-2778
DOI:	10.1111/j.1540-627x.2008.00263.x
Popis:	Using in-depth interviews of the CEO/Presidents of 21 small manufacturing firms, this research explored how leaders with a high market-oriented cognitive model have intentionally pursued the implementation of that model and how their activities differed from leaders with a low market-oriented cognitive model. Results indicated that leaders in high market-oriented organizations appeared to be working from cognitive models that reflected market-oriented values, and norms consistent with those suggested by Homburg and Pflesser. Additionally, results indicated strong consistencies across firms in the mechanisms used by leaders to implement their high market-oriented cognitive models and different but equally strong consistencies in the mechanisms used by leaders to implement their low market-oriented cognitive models. Structurally, high market-oriented leaders expressed less departmentalization than low market-oriented firms, used some form of internal customer/supplier networks, had very open communication systems, and established performance management systems designed to initiate and reward market-oriented behaviors among employees.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::11070dc4032e285020836c9ab3a5d0ae https://doi.org/10.1111/j.1540-627x.2008.00263.x Zobrazit plný text záznamu Plný text