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Inter-firm market orientation and the influence of network and relational factors

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  • Elg, Ulf

Abstract

This article looks at market orientation as a part of inter-firm activities. It investigates the way interorganisational structure affects inter-firm market orientation in food channels in Sweden, the UK and Italy. A qualitative approach is adopted. The structure is discussed in terms of the overall network properties and the arrangements within specific relationships. The governance of the network ties, retail power, and the trust within specific relationships are among factors found to be especially important. Propositions are developed regarding the way the context affects the scope and strategic role of inter-firm market orientation in order to demonstrate the impact of the different network and relational properties.

Suggested Citation

  • Elg, Ulf, 2008. "Inter-firm market orientation and the influence of network and relational factors," Scandinavian Journal of Management, Elsevier, vol. 24(1), pages 55-68, March.
    • Handle: RePEc:eee:scaman:v:24:y:2008:i:1:p:55-68
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    Citations

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    Cited by:

    1. Francesco Parola & Jasmine Siu Lee Lam, 2018. "An empirical investigation of logistics infrastructure projects in emerging economies," Maritime Economics & Logistics, Palgrave Macmillan;International Association of Maritime Economists (IAME), vol. 20(1), pages 48-71, March.
    2. Sinkovics, Rudolf R. & Kurt, Yusuf & Sinkovics, Noemi, 2018. "The effect of matching on perceived export barriers and performance in an era of globalization discontents: Empirical evidence from UK SMEs," International Business Review, Elsevier, vol. 27(5), pages 1065-1079.
    3. Kontinen, Tanja & Ojala, Arto, 2011. "Network ties in the international opportunity recognition of family SMEs," International Business Review, Elsevier, vol. 20(4), pages 440-453, August.
    4. Hyder Akmal S. & Sundström Agneta & Chowdhury Ehsanul H., 2022. "Knowledge of Network-Based Market Orientation for the Internationalization of Disruptive Innovation in SMEs," Journal of Management and Business Administration. Central Europe, Sciendo, vol. 30(3), pages 36-60, September.
    5. Jolink, Albert & Niesten, Eva, 2012. "Recent qualitative advances on hybrid organizations: Taking stock, looking ahead," Scandinavian Journal of Management, Elsevier, vol. 28(2), pages 149-161.
    6. Tajeddini, Kayhan & Elg, Ulf & Trueman, Myfanwy, 2013. "Efficiency and effectiveness of small retailers: The role of customer and entrepreneurial orientation," Journal of Retailing and Consumer Services, Elsevier, vol. 20(5), pages 453-462.
    7. İpek, İlayda & Bıçakcıoğlu-Peynirci, Nilay, 2020. "Export market orientation: An integrative review and directions for future research," International Business Review, Elsevier, vol. 29(4).
    8. Trienekens, Jacques & Velzen, Mariska van & Lees, Nic & Saunders, Caroline & Pascucci, Stefano, 2018. "Governance of market-oriented fresh food value chains: export chains from New Zealand," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 21(2), March.

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