Market Intelligence Dissemination Research Articles

Price Trend and Integration of Cowpea Markets in Biu Local Government Area of Borno State, Nigeria

The study analysed the price trend and integration of prices of cowpea in Biu and Miringa markets of Biu Local Government Areas of Borno State, Nigeria. The specific objectives of the study were to: describe the trend of cowpea price variation between 2016– 2018; determine the degree of variation in the price of cowpea overtime in the study area and analyze integration between the markets. Secondary data were used for the study. Data on monthly prices of 100kg of cowpea for Biu and Miringa Markets were obtained from Famine Early Warning System Network (FEWSNET) office Biu Branch for the period of three (3) years (2016-2018). Both descriptive and inferential statistics were used to analyse the data. The descriptive statistics used was graphical presentation of the trend of price data. While the inferential statistics used were the unit root test and Engle and Granger co-integration analysis. This study revealed that there were upward and downward trends in prices of cowpea grain in both Biu and Miringa markets for the period of the study. The variations observed in the prices were influenced by time and space. The stationarity test (ADF unit root test) showed that all the price series were non-stationary at levels. On differencing, stationarity was attained indicating that the prices were integrated of order one, which showed co-movement of prices between the two markets. Engle and Granger co-integration tests showed the existence of two co-integration equations. There is a strong need for private organizations and the Government through the producers and marketers of cowpea to provide more and better dissemination of market intelligence and information among the farmers and traders to improve knowledge which would help make the price more stable.

Market intelligence on business performance: The mediating role of specialized marketing capabilities

This study aims to investigate and examine the mediating role of specialized marketing capabilities (SMC) in the relationship between market intelligence (MI) and business performance (BP) on Indonesia retail fashion SMEs. This study used 330 SMEs with maximum assets of 10 billion Indonesian Rupiah (IDR) and a maximum sales turnover of IDR 50 billion per year. We examined the relationship between MI dimensions: market intelligence generation (MIG), market intelligence dissemination (MID), and responsiveness to market intelligence (RMI) with SMC and BP by using a combination of SPSS and SEM with AMOS 22.0. A Sobel test was used to test the mediating role of SMC in the relationship between MI dimensions and BP. The results of the data analysis show that SMC has an important role as a partial mediator in the relationship between MIG, MID, and RMI with BP. This study suggests that owners or managers of SMEs recognize important market intelligence factors in increasing SMC and BP. This helps them make better investment decisions in developing the right combination of SMC to increase BP. This research integrates MI dimensions and one dimension of marketing capabilities, i.e. SMC, into an empirical model to gain a deeper understanding of the relationship between MI and SMC and how these factors form BP. KEYWORDS

Examining market orientation, new product development and performance

This study examines the empirical links between the dimensions of market orientation and the stages of new product development (NPD) with new product performance in Thai export ventures. Data were gathered via a self-administered mail survey directed to the Managing Director of 201 Thai export ventures based in Thailand. The sample came from the electronics and electrical industries. The findings indicate that all independent variables, namely, market intelligence generation, dissemination and responsiveness, new product idea development, opportunity analysis, technical development, pretest and commercialisation were able to significantly discriminate between high and low new product performance. There is limited empirical evidence in the literature on the relationship between the different dimensions of market orientation and new product performance together with limited empirical evidence on the relationship between the different stages of NPD and new product performance. This study's finding overcomes this void in the literature.

The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets

Purpose Exporting is a popular foreign market entry mode, especially among small- and medium-sized enterprises (SMEs). The success of SME exporters depends on their ability to establish and maintain profitable long-term relationships with foreign customers. This study aims to propose that the development of an effective export sales strategy can contribute greatly toward this aim. The study also demonstrates that export market intelligence generation and export market intelligence dissemination activities are important drivers of export sales strategy. Export sales strategy comprises three dimensions, which are expected to have a positive influence on export performance. Design/methodology/approach The study uses survey data obtained from 168 exporting firms based in Greece, to test a set of research hypotheses. Structural equation modeling procedures are used. Findings Findings indicate that export market intelligence generation and dissemination activities support and facilitate the development of effective export sales strategies, tailored to serve individual foreign accounts. Furthermore, all strategic dimensions of export sales strategy demonstrate significant positive effects on export performance. Research limitations/implications The research underlines the importance of incorporating export sales strategy in studies that aim to investigate the drivers of export performance. Practical implications The findings also indicate that exporting firms must actively engage in market intelligence activities to reinforce their strategic decision-making process. Originality/value The study emphasizes the crucial importance of export sales strategy in achieving superior export performance. The study provides a theory-driven conceptualization and operationalization of export sales strategy and offers an empirical assessment of a comprehensive model that includes the key antecedents and performance outcomes of export sales strategy.

Market Intelligence Dissemination Practices

Market intelligence is a cornerstone of the marketing concept and essential to market-focused strategic planning and implementation. Although the importance of market intelligence is widely accepted, how managers can ensure the organization-wide generation, dissemination, and responsiveness to market intelligence remains a persistent challenge. In this article, the authors investigate market intelligence dissemination practices and their resulting managerial responses. Using qualitative methods, the authors identify five market intelligence dissemination practices that either update and reinforce organization members’ existing schemas (mental models) of the market or create new, shared schemas of the market. Specifically, they find that the creation, existence, or absence of organizationally shared market schemas is crucial in explaining the effectiveness of different market intelligence dissemination practices. Thus, in addition to being experts on market intelligence, intelligence directors must be authorities on organizational learning and ways to create shared meaning structures that enable disseminated intelligence to be understood and used within their organizations. The authors conclude with suggestions for practitioners on how to manage intelligence dissemination across their organizations more effectively and efficiently.

MARKET ORIENTATION PADA PT GUNUNG HIJAU MASARANG BERDASARKAN SKALA MARKOR

This study aims to know the Market Orientation (market intelligence, market intelligence dissemination, responsiveness of market intelligence). This research was conducted for three months from May until July 2017. The data used are primary data which is quantified by using Likert scale. The data taken by using survey method and use questioner to be distributed to 6 respondents in company. Questionnaires are used to identify market intelligence, market intelligence spread, responsiveness to market intelligence. Based on the results of research conducted at PT Gunung Hijau Masarang, the company's market orientation value was 67.29 percent. The company's market intelligence carried out customer service activities to know the consumer's response to the product. In the Market Intelligence Spread, Company companies understoodmarket integrations such as informally discussing competitor strategies, formal and informal discussions of needs. Whereas in the responsiveness of market intelligence the Company understood market orientation towards the response to market integrity. The company received complaints such as if there is a defectiveproduct, a change of packaging This is an opportunity for the company to correct the performance of the company as well as the service system like this makes it easier to encourage companies to more sharply looked at consumer needs.*jnkd*.

Non-coercive influence: Scale development and validation based on resource and relational paradigms

To overcome competition in an increasingly network dependent market, retailers are required to influence upstream channel partners while sustaining relationships. However, the contemporary supply chain literature has not sufficiently leveraged the resource and relational paradigms to examine influence. Grounded on resource dependency theory and commitment-trust theory paradigms, this study describes conceptualization and operationalization of a 12-item scale for measuring non-coercive influence on upstream channel partners in retail supply chain management (R-SCM) context. The study is based on responses from 547 retail professionals in India obtained over four successive surveys. Psychometric properties were assessed using exploratory factor analysis (EFA) and confirmatory factor analysis (CFA). The proposed scale demonstrates construct validity. Invariance-testing carried out over 4-levels of increasingly demanding equivalence confirmed cross-validation. Nomological validity of the scale was tested by evaluating association with suppliers’ intention to cooperate. The results indicate existence of three dimensions of non-coercive influence: collaborative intent, market intelligence dissemination, and operational support. Retailers can use the scale to assess their personnel's non-coercive influence behavior over suppliers.

Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

ABSTRACTManagerial ties (MT) are important for business performance by providing firms access to valuable resources and protecting them from opportunism. Drawing on the resource-based view and the market orientation (MO) literature, we argue that (1) MT can help exporting firms to enhance export performance; and (2) MO will help strengthen the positive effect of MT as MO directs the value of MT for improvement of competitive strategy and customer experience with a market focus on generation, dissemination, and use of market intelligence concerning existing and potential customers and competitors. Using a sample of 230 Chinese exporting firms, we found that MT is linked to superior export performance, and the link is positively moderated by MO. Therefore, this study expands our understanding of how firms can not only improve their export performance through the development of MT, but also use MO to reinforce MT and export performance association.

Beyond mere information transfer: The importance of a relational approach to market-related internal communication

ABSTRACTDespite the significance of relationship management in any information provision or exchange, public relations scholarship has typically focused on examining the underlying internal communication processes from a transactional perspective. These processes are frequently associated with organizational information dissemination, overlooking other critical contents to make strategic decisions. This study draws market information processing into the debate about internal communication, providing a greater understanding of how a relational approach can improve market intelligence dissemination. Results show that an effective management of market knowledge requires the use of such an approach, which in turn, cultivates the shared interpretation of market information and innovation performance. The findings stimulate fresh discussion about the nature and development of internal communication knowledge and practice.

Export market orientation and international performance in the context of SMEs

The purpose of this study is to provide new insights into the relationship between ‘export market orientation’ (EMO) and ‘export performance’ by using a disaggregated approach. The authors want to provide empirical evidence of some antecedents of EMO and its contribution to export performance in the context of small and medium-sized enterprises (SMEs). The empirical research consists of a survey, conducted by using cross-sectional data of a sample of 300 Italian small and medium-sized coffee roasting firms. The results show how roasting firms seem to be more inclined to respond to market changes than to generate and share market information, since the value of export intelligence responsiveness is higher than export intelligence dissemination and export intelligence generation. Regarding the antecedents, the number of foreign markets and the presence of an export department are significantly and positively related to the two components of EMO, while the number of years has no impact. Finally, the regression analysis also demonstrates how the responsiveness influences export performance directly, while market intelligence generation and dissemination are fundamental drivers of responsiveness. The study extends previous empirical research works on EMO in the Italian context and demonstrates its applicability also in the case of SMEs.

Market Orientation Determinants: Reflections from Academics in Universities of Technology in South Africa

Internationally, universities have come under increased pressure to respond to the changing market environment. A new axis for higher education institutions (HEIs) is a key to successful marketing, which lies in identifying the core business of institutions. Market orientation more closely reflects a philosophy that will not only serve to bring unity of purposes in HEIs, but serves as an indispensable tool that can assist HEIs to deliver their core business. The dynamics in the HE environment, the growth potential and the regulatory challenges make universities of technology (UoTs) ideal institutions for a study on the implementation of market orientation. It is against this backdrop that this paper considers the factors contributing to market orientation through the lenses of South African UoT academics through a quantitative study; 507 (n=507) academics participated in the study. Data are analysed through exploratory (to determine the factor structure) and confirmatory factor analysis (to confirm factor structure), descriptive and correlation analysis (to analyse the composition of the sample and to establish validity). Through the factor analysis procedure, seven factors were established, namely intelligence generation, inter-functional coordination, student-orientation, market intelligence dissemination, intelligence response design, intelligence response implementation and interdepartmental dynamics as a basis for operationalising the marketing orientation concept among UoTs. Through confirmatory factor analysis, the identified components seem to encapsulate the determinants of UoTs appropriately. From a practical standpoint, top management of universities could use these core market orientation factors to guide their strategic marketing plans and their strategic imperatives with the universities vision and mission in order to remain relevant and competitive. Future studies could expand these factors to provide a better understanding within HEIs in relation to their various stakeholders.

Farmers response on agricultural marketing information system in Meghalaya

Reducing knowledge gaps and sharing agricultural marketing information to farmer is an essential input for increasing productivity and boosting agricultural growth in rural areas. An attempt has been made to identify the various pattern of awareness, sources, utilization and its benefits, constraint and expectations of agricultural marketing information (AMI) among different categories of farmers in the study area of two regulated markets namely, Mawiong Regulated Market in Mylliem Block of East Khasi Hills and Garobadha Regulated Market in Selsella Block of West Garo Hills district. The sample size consisted of 120 farmers from both selected regulated market areas were selected for the study based on purposive and random sampling technique. From the findings of the research study, it was revealed that that in case of large category of sample farmers, the extent of awareness on arrivals, prices in local markets and other markets, quality/grade of produce required, post harvest handling of agricultural produce was found to be higher than small and medium size farmers. The extent of utilization of agricultural market information by different categories of sample farmers were in decision making on production, selling and post harvest handling. It was observed that the sources of agricultural market information at household level were radio, newspaper and television for small farmers. At the market level, commission agents were most predominant sources of AMI for all categories of farmers. It revealed that the market information on prices prevailed in other nearby market placed high expectations among all the categories of farmers followed by future price projections and quality wise price information. Proper integration of various agencies for adequate and efficient dissemination of vital agricultural marketing information, so that it will act as an ‘one stop solution’ for the needs of the farming community in hilly regions of Meghalaya. There is need of proper dissemination of market intelligence and information through all possible means of communication for improving the marketing efficiency.

Is more always better? An investigation into the relationship between marketing influence and managers' market intelligence dissemination

How does the influence of the marketing department within an organization affect marketing managers' dissemination of market intelligence (i.e., knowledge about customer needs and competitor activities) to managers of other departments? Three studies with 711 executive managers and integrated survey and experimental data offer insights. Rather than the positive relationship indicated by conventional wisdom, the study results indicate a curvilinear, inverted U-shaped effect of marketing's influence on marketing managers' dissemination of market intelligence. Managers in a marketing department with moderate influence within the organization are significantly more likely to disseminate market intelligence than are those in low and, interestingly, those in high influence departments. This finding adds nuance to the existing body of knowledge showing countervailing effects of a strong marketing department and implies that executives need to carefully manage the organization's culture to ensure well-balanced influences of the marketing department in relation to other corporate functions.

Agricultural Marketing Information System: A Case Study in Regulated Markets of Meghalaya

Agricultural marketing information is crucial to the farmers to make decisions about what to grow, when to harvest, to which market produce should be sent and whether or not to store it. An attempt has been made to identify the various patterns of collection, documentation, dissemination and constraints of agricultural marketing information (AMI) of regulated market functionaries in the study area. To study the existing agricultural marketing information system (AMIS) and its dissemination, two regulated markets namely, Mawiong Regulated Market in Mylliem Block of East Khasi Hills and Garobadha Regulated Market in Selsella Block of West Garo Hills district of Meghalaya were selected purposively. From the findings of the research study, it was revealed that market arrivals and prices (maximum, minimum and modal) were the only two major types of market information documented and made available to the farmers and other intended beneficiaries in sample regulated markets. Both the regulated markets transmitted the information to AGMARKNET, Meghalaya State Agricultural Marketing Board (Portal), farmers, Department of agricultural marketing, Department of agriculture and newspaper. Farmers are unable to evaluate and document the agricultural market information due to illiteracy and poor communication ability, lack of auction system, no grading from the farmers point and cess was taken in random were the major constraints in management of AMI in the selected Garobadha and Mawiong regulated markets. Proper integration of various agencies for adequate and efficient dissemination of vital agricultural marketing information so that it will act as a ‘one-stop solution’ for the needs of the farming community of Meghalaya. There is need of proper dissemination of market intelligence and information through all possible means of communication for improving the marketing efficiency. There is a need to revitalise of APMCs and develop a system of market information utilising the modern information communication techniques so that market information reaches timely to the end users in the hilly regions of Meghalaya.

Market Orientation in Public Transport Research—A Review

It is commonly argued that, in order to meet increasing competition, public transport organizations and systems need to be market oriented. Even though the notion of market orientationhas not been explicitly addressed in public transport research, studies relevant to market orientation have been conducted. The aim of this paper is to introduce the concept of market orientation into the field of public transport, to review previous research into market orientation in public transport research, and to suggest directions for future research. Market orientation is defined as the generation and dissemination of market intelligence by organizations, as well as responses to it. The review suggests that previous academic research has focused on intelligence generation by developing and using models for measuring travel behaviour, stated preferences, perceived customer quality, and satisfaction. Studies of responsiveness have mainly addressed the physical improvements made in public transport organizations, which is also the primary concern of the industry research accounted for. There has been less research into the dissemination of market intelligence, the drivers of market orientation, the relations between the elements, and the overall concept of market orientation in public transport. It is thus concluded that future public transport research needs to address these issues.

Do market oriented firms adopt Web 2.0 technologies? An empirical study in hospitality firms

Market Orientation (MO) has been of paramount importance for business performance, innovation, and marketing. It has called the attention of many researchers. Market orientation involves the generation of market intelligence, intelligence dissemination and responsiveness. Firms have been adopting different information technologies and the internet to generate and disseminate market intelligence. The Web 2.0 and its applications are being used by both customers and firms, and firms are adopting them to support different aspects of the organization. On the other hand, since users are generating enormous quantities of content on the internet it seems that a lot of market intelligence could be captured from the Web. Therefore, it was worth to ask if market oriented firms are adopting Web 2.0. This article studied the relationship between MO and the adoption of Web 2.0 technologies in the hospitality industry using a structural equation modeling approach and based on the findings the relation between MO and the adoption of Web 2.0 was confirmed. Finally conclusions and implications of the results are discussed and several lines of future research are suggested.

Market orientation and performance: modelling a neural network

PurposeThis paper aims to investigate the impact of market orientation (MO) on performance using a neural network model in order to find new linkages and new explanations for this relationship.Design/methodology/approachThis investigation is based on a survey data collection from a sample of 192 Portuguese companies. A neural network model has been developed to identify the effects of each dimension of MO on each dimension of performance.FindingsRelationship among MO and performance was corroborated but MO's impact is poor and based on its first dimension, market intelligence generation.Research limitations/implicationsFurther research in this field should be conducted using other tools offered by neural network modelling.Practical implicationsManagers should give more attention to cross‐functional co‐ordination in order to improve market intelligence dissemination and responsiveness and, thus, global performance.Originality/valueThe paper presents the development of a neural network model to analyse this relationship.

섬유업체의 시장지향성이 사업성과와 직무만족에 미치는 영향에 관한 연구 -대구경북지역 소재의 섬유업체를 중심으로-

The purposes of this study were to investigate the degree of market orientation of textile firms and to explore the effect of market orientation on business performance and job satisfaction. The data were collected from 167 subjects who work at textile firms located in the Daegu and Kyungbuk province through survey. The collected data were analyzed by descriptive statistics, t-tests, correlation, regression, and structural equation modeling using AMOS 6.0. Market orientation has a significant and positive impact on the business performance as well as job satisfaction of employees in textile firms. In other words, the greater the market intelligence creation, the market intelligence dissemination and responsiveness of the organization, the greater the business performance. The greater these three factors of textile firms, the greater job satisfaction of employees. In addition, the relationships between company characteristics and market orientation were investigated.

Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce

Research has identified that after 40 years of discussion the use of the salesforce as a source of market information is relatively widespread in business-to-business organisations, but that the majority of organisations do not always gather, store or disseminate this information effectively. The research highlights that the salesforce should be set clear objectives and incentives and, most importantly, be included in the dissemination of market intelligence for the organisation to gain maximum benefit. Unless sales personnel are able to understand how their information contributes to the organisation's activities and feel that their participation is valued, they will be unable to provide timely and pertinent information to the organisation. Further, the research suggests that organisations that do not effectively disseminate market information across functional boundaries may be ignoring a potential source of competitive advantage. This paper provides a review of the current situation, a literature review, a discussion of management implications and suggestions for further research.

How critical is internal customer orientation to market orientation?

This paper investigates the relationship between internal customer orientation and market orientation. It builds on the notion that organisational dynamics and managerial action in areas such as employee training, effective communication systems, and managing human resources are critical to building an internal customer orientation and consequently, a market orientation. A path model is used to investigate the direct and indirect impact of hypothesised variables on internal customer orientation and market orientation. The findings suggest that integration between departments, the dissemination of market intelligence, and management support for a market orientation are important for its development, however, training programs may not be effective. The results are based on a study of Australian based companies extensively involved in international marketing.