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A study of inter-firm market orientation dimensions in Swedish, British and Italian supplier-retailer relationships

Author

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  • Elg, Ulf

    (Department of Business Administration, School of Economics and Management, Lund University)

Abstract

Previous research demonstrates that a firm’s market orientation is influ-enced by network factors, but few regard market orientation as an inter-firm phe-nomenon, i.e. as a part of cooperative inter-firm activities and relationships. The paper suggests inter-firm market orientation as an approach for studying this. It is based on Kohli and Jaworski’s three original components, but their meaning within an interorganizational relationship is modified and dimensions that enable us to systematically analyse inter-firm market orientation are identified empiri-cally. The results are based on a qualitative study on supplier-retailer relationships in Sweden, Italy and the UK. Four dimensions are found to be especially relevant and propositions are presented concerning how they influence the overall degree of inter-firm MO.

Suggested Citation

  • Elg, Ulf, 2005. "A study of inter-firm market orientation dimensions in Swedish, British and Italian supplier-retailer relationships," Working Paper Series 2005/6, Lund University, Institute of Economic Research.
    • Handle: RePEc:hhb:lufewp:2005_006
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    References listed on IDEAS

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    1. Kumar, Nirmalya & Scheer, Lisa & Kotler, Philip, 2000. "From market driven to market driving," European Management Journal, Elsevier, vol. 18(2), pages 129-142, April.
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    3. Liu, Sandra S. & Luo, Xueming & Shi, Yi-Zheng, 2003. "Market-oriented organizations in an emerging economy: A study of missing links," Journal of Business Research, Elsevier, vol. 56(6), pages 481-491, June.
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    5. Ulf Elg, 2000. "Firms' Home-Market Relationship: Their Role when Selecting International Alliance Partners," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(1), pages 169-177, March.
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    2. Ravindra Jain & Saiyed Wajid Ali & Sachin Kamble, 2015. "Entrepreneurial and Intrapreneurial Attitudes: Conceptualization, Measure Development, Measure Test and Model Fit," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 40(1-2), pages 1-21, February.

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    More about this item

    Keywords

    Market orientation; inter-firm relationships; cooperation; ydistribu-tion channels; food sector;
    All these keywords.

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