Institut for Forretningsudvikling og Teknologi

Ismail Golgeci

Performance Implications of the Buyer-Supplier Market Orientation Fit

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  • David M. Gligor, University of Mississippi
  • ,
  • Ismail Golgeci
  • Chirstopher Newman, University of Mississippi
  • ,
  • Siddik Bozkurt, Osmaniye Korkut Ata University
Extant research examining the link between market orientation and performance offers few insights into how the interplay between a firm’s market orientation (MO) and its key supplier’s MO influences the firm’s performance. Using archival and survey dyadic data from 876 firms (438 firm-supplier dyads), we explore the impact of MO fit (i.e., fit between the focal firm’s MO and its supplier’s MO) on the focal firm’s performance (ROA). The findings indicate a direct and positive relationship between MO fit and ROA. This highlights the need for firms to focus both on their own MO and their key supplier’s MO as sources of competitive advantage in today’s business environment. The strength of the relationship between MO fit and ROA increases when the exchanged business volume increases between the focal firm and its supplier and when the respective relationship progresses in age. Furthermore, firms with MO fit perform best, followed by firms with higher supplier MO misfit (firm’s MO is lower than its key supplier’s MO), while firms with lower supplier MO misfit (firm’s MO is higher than its key supplier’s MO) are the laggards.
TidsskriftIndustrial Marketing Management
Sider (fra-til)161-173
Antal sider13
StatusUdgivet - feb. 2021

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