The association between economic development and growth of the service sector seems indisputable. Although it is necessary to highlight that services are of a different nature from that of products, nowadays the latter are more and more penetrated by complementary services, given the...

This study examines the relationships between marketing planning, market orientation and business performance. We explore conceptually how linking the behaviours of marketing planning with the values of market orientation might be expected impact on business performance. Our findings suggest...

This paper reports on the results of empirical research undertaken among small Scottish companies who participated in the DTI’s Marketing Initiative. This scheme enabled many small firms to take advantage of expertise in all areas of business through a grant‐aided programme. The key...

There is wide acceptance of the precept that market orientation is associated with superior firm performance. However, empirical support for the proposition in prior literature is weak. This study examines the relationship between market orientation and performance with data from 201...

Suggests six lines to imply that one can find unoccupied territory by looking across the usual boundaries of competition, look across: substitute industries; strategic groups within industries; buyer groups; complementary offerings; the functional/emotional appeal to buyers; and across time....

According to John Grant’s New Marketing Manifesto , contemporary consumers “act their shoe size not their age” by resolutely refusing to grow up. They are not alone. Managers too are adopting a kiddy imperative, as the profusion of primers predicated on children’s literature – and...

Purpose – The purpose of this article is to provide a new conceptualization of a salesperson's customer orientation, as a multi‐dimensional construct. The authors aim to base their new conceptualization on extensive evidence from literature review, and synthesis of the review of literature....