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

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

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.

Suggested Citation

  • Stathakopoulos, Vlasis & Kottikas, Konstantinos G. & Theodorakis, Ioannis G. & Kottika, Efthymia, 2019. "Market-driving strategy and personnel attributes: Top management versus middle management," Journal of Business Research, Elsevier, vol. 104(C), pages 529-540.
    • Handle: RePEc:eee:jbrese:v:104:y:2019:i:c:p:529-540
    DOI: 10.1016/j.jbusres.2018.09.020
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    5. Kirova, Valentina, 2023. "The wind of change: A dynamic managerial capabilities perspective on the role of marketing managers as strategic change agents," Journal of Business Research, Elsevier, vol. 160(C).

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