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Article: The effects of customer and competitor orientations on performance in global markets: A contingency analysis

TitleThe effects of customer and competitor orientations on performance in global markets: A contingency analysis
Authors
KeywordsCompetitor orientation
Customer orientation
Firm performance
Hotel industry
Market environment
Issue Date2007
PublisherPalgrave Macmillan Ltd. The Journal's web site is located at http://www.palgrave-journals.com/jibs/index.html
Citation
Journal Of International Business Studies, 2007, v. 38 n. 2, p. 303-319 How to Cite?
AbstractShould companies adjust their orientations toward customers or toward competitors in global markets? To answer this question, we use contingency theory and examine how the effects of customer and competitor orientations on performance are moderated by different environmental conditions. Our results from the global hotel industry indicate that a customer orientation works better in economically developed markets, as well as in markets with good local business conditions, greater resource availability, and demanding customers. In contrast, a competitor orientation is more effective in markets that are economically developing, have poor local business conditions, and face resource scarcity. © 2007 Academy of International Business. All rights reserved.
Persistent Identifierhttp://hdl.handle.net/10722/85796
ISSN
2015 Impact Factor: 3.62
2015 SCImago Journal Rankings: 4.208
ISI Accession Number ID
References

 

DC FieldValueLanguage
dc.contributor.authorZhou, KZen_HK
dc.contributor.authorBrown, JRen_HK
dc.contributor.authorDev, CSen_HK
dc.contributor.authorAgarwal, Sen_HK
dc.date.accessioned2010-09-06T09:09:21Z-
dc.date.available2010-09-06T09:09:21Z-
dc.date.issued2007en_HK
dc.identifier.citationJournal Of International Business Studies, 2007, v. 38 n. 2, p. 303-319en_HK
dc.identifier.issn0047-2506en_HK
dc.identifier.urihttp://hdl.handle.net/10722/85796-
dc.description.abstractShould companies adjust their orientations toward customers or toward competitors in global markets? To answer this question, we use contingency theory and examine how the effects of customer and competitor orientations on performance are moderated by different environmental conditions. Our results from the global hotel industry indicate that a customer orientation works better in economically developed markets, as well as in markets with good local business conditions, greater resource availability, and demanding customers. In contrast, a competitor orientation is more effective in markets that are economically developing, have poor local business conditions, and face resource scarcity. © 2007 Academy of International Business. All rights reserved.en_HK
dc.languageengen_HK
dc.publisherPalgrave Macmillan Ltd. The Journal's web site is located at http://www.palgrave-journals.com/jibs/index.htmlen_HK
dc.relation.ispartofJournal of International Business Studiesen_HK
dc.rightsJournal of International Business Studies. Copyright © Palgrave Macmillan Ltd.en_HK
dc.subjectCompetitor orientationen_HK
dc.subjectCustomer orientationen_HK
dc.subjectFirm performanceen_HK
dc.subjectHotel industryen_HK
dc.subjectMarket environmenten_HK
dc.titleThe effects of customer and competitor orientations on performance in global markets: A contingency analysisen_HK
dc.typeArticleen_HK
dc.identifier.openurlhttp://library.hku.hk:4550/resserv?sid=HKU:IR&issn=0047-2506&volume=38&issue=2&spage=303&epage=319&date=2007&atitle=The+Effects+of+Customer+and+Competitor+Orientations+on+Performance+in+Global+Markets:+A+Contingency+Analysisen_HK
dc.identifier.emailZhou, KZ: kevinz@hkucc.hku.hken_HK
dc.identifier.authorityZhou, KZ=rp01127en_HK
dc.description.naturelink_to_subscribed_fulltext-
dc.identifier.doi10.1057/palgrave.jibs.8400259en_HK
dc.identifier.scopuseid_2-s2.0-34248397959en_HK
dc.identifier.hkuros129079en_HK
dc.relation.referenceshttp://www.scopus.com/mlt/select.url?eid=2-s2.0-34248397959&selection=ref&src=s&origin=recordpageen_HK
dc.identifier.volume38en_HK
dc.identifier.issue2en_HK
dc.identifier.spage303en_HK
dc.identifier.epage319en_HK
dc.identifier.eissn1478-6990-
dc.identifier.isiWOS:000245465000006-
dc.publisher.placeUnited Kingdomen_HK
dc.identifier.scopusauthoridZhou, KZ=7202914654en_HK
dc.identifier.scopusauthoridBrown, JR=7409450669en_HK
dc.identifier.scopusauthoridDev, CS=6603490575en_HK
dc.identifier.scopusauthoridAgarwal, S=35434647600en_HK

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