Market orientation and business performance

Abstract

The market orientation concept has received increasing research attention, although the vast majority of published work has focused on organizations based in western countries, especially in the USA. Given the importance of globalization, this western focus limits our understanding of the concept in global markets. The purpose of this study is to examine how the context of country/economy affects: levels of market orientation; and the strength of linkages between a company's market orientation and its business performance. Data were collected through a survey of firms in both mainland China and Hong Kong. These two economies were selected because they have similarities in cultural dimensions on the one hand, and differences in economic dimensions on the other. While the results suggest that the proposed conceptual model does generalize to a Chinese context, they also show that the country/economic context influences the impact of market orientation on business performance. However, contrary to our prediction, the country/economic context does not appear to affect the levels of market orientation. The implications of our findings are discussed and the limitations of the study as well as future research directions are also addressed.