TY - JOUR
T1 - The effects of market orientation on effectiveness and efficiency
T2 - The case of automotive distribution channels in Finland and Poland
AU - Chang, Tung Zong
AU - Mehta, Rajiv
AU - Chen, Su Jane
AU - Polsa, Pia
AU - Mazur, Jolanta
PY - 1999/8/1
Y1 - 1999/8/1
N2 - Explores the effect of market orientation on operating effectiveness and cost efficiency using data drawn from automotive distribution channels in Finland and Poland. The results indicate that market orientation is positively associated with measures of effectiveness such as service quality and overall customer service level. Market orientation also has a positive influence on measures of cost efficiency, such as productivity and sales per employee. In addition, profitability measures were highly associated with operating effectiveness and cost efficiency. Additional analysis suggests that market orientation has a greater effect on operating effectiveness, such as service quality, in Poland, a less-developed country, than in Finland, a more-developed country. Based on the findings, important managerial and research implications are proferred.
AB - Explores the effect of market orientation on operating effectiveness and cost efficiency using data drawn from automotive distribution channels in Finland and Poland. The results indicate that market orientation is positively associated with measures of effectiveness such as service quality and overall customer service level. Market orientation also has a positive influence on measures of cost efficiency, such as productivity and sales per employee. In addition, profitability measures were highly associated with operating effectiveness and cost efficiency. Additional analysis suggests that market orientation has a greater effect on operating effectiveness, such as service quality, in Poland, a less-developed country, than in Finland, a more-developed country. Based on the findings, important managerial and research implications are proferred.
KW - Cost effectiveness
KW - Distribution channels
KW - Market orientation
KW - Motor industry
KW - Operating performance
UR - http://www.scopus.com/inward/record.url?scp=84986052225&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84986052225&partnerID=8YFLogxK
U2 - 10.1108/08876049910282709
DO - 10.1108/08876049910282709
M3 - Article
AN - SCOPUS:84986052225
SN - 0887-6045
VL - 13
SP - 407
EP - 418
JO - Journal of Services Marketing
JF - Journal of Services Marketing
ER -