Quotation Su, Z., Bruton, G., Filatotchev, Igor. 2017. Market orientation, growth strategy, and firm performance: The moderating effects of external connections. Management and Organisation Review. 13 (3), 575-609.


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Abstract

This study examines the mediating effect of growth strategy (including market and product expansion strategies) on the linkage of market orientation (MO) to firm performance and the moderating effects of a firm's external connections (including political and business ties) on the relationship between MO and growth strategy. It finds that both market and product expansion strategies are key conduits through which MO improves firm performance. In addition, the relationship between MO and market expansion strategy is positively moderated by political ties but negatively moderated by business ties, while the linkage of MO to product expansion strategy is moderated negatively by political ties but positively by business ties. By combining mediating and moderating effects in a framework that integrates MO, growth strategy, external connections, and firm performance, this study enriches our knowledge on the implications of MO and provides insight into factors that facilitate firm growth.

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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Management and Organisation Review
Citation Index SSCI
WU-Journal-Rating new FIN-A, MAN-A, STRAT-C, WH-B
Language English
Title Market orientation, growth strategy, and firm performance: The moderating effects of external connections
Volume 13
Number 3
Year 2017
Page from 575
Page to 609
Reviewed? Y
DOI https://doi.org/10.1017/mor.2016.31
Open Access N

Associations

People
Filatotchev, Igor (Details)
External
Bruton, G. (Neeley School of Business, Texas Christian University, United States/USA)
Su, Z. (Shorenstein APARC Stanford University, United States/USA)
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