Impediments to market orientation

2014 ◽  
Vol 7 (1) ◽  
pp. 33-56 ◽  
Author(s):  
C. M. Siddique
Keyword(s):  
Emerging Markets ◽  
Market Orientation ◽  
United Arab Emirates ◽  
Participant Observation ◽  
Study Participant ◽  
Retail Sector ◽  
Business Practices ◽  
Gulf Region ◽  
Content Type ◽  
Context Specific

Purpose – This study was undertaken to explore obstacles to market orientation in the retail small- and medium-sized retail enterprises (SME) sector of the United Arab Emirates (UAE), a rapidly growing economy in the Gulf region. The paper aims to discuss these issues. Design/methodology/approach – The study used a triangulation data collection approach, including a case study, participant observation, and a questionnaire-based survey. Five research hypotheses were developed on context-specific impediments to market orientation, identified by means of in-depth interviews with owners/operators of SMEs, their channel partners and customers, and were tested with survey data. Findings – The study revealed a weak market orientation among UAE-based retail SMEs. An undifferentiated competition, limited resource infrastructure, and a short-term planning horizon occurred as the major impediments to the development and implementation of a market orientation. SMEs that preferred to maintain the status quo, and those who perceived UAE ' s commercial environment as lenient and pro-business, also expressed a lack of interest in the marketing concept and market orientation as a competitive strategy. Research limitations/implications – The study supports the contention that social-structural conditions and business practices can create formidable barriers to a market orientation in emerging markets. The findings call for shifting the current research focus from intra-organizational antecedents of market orientation to context-specific factors that may impede or facilitate market orientation. Originality/value – The study unravels a unique set of impediments to market orientation in UAE ' s retail sector and thus contributes to the ongoing interest of marketing scholars in expanding the range of possible antecedents of a market orientation. The findings of this study should be of special interest to foreign business firms aspiring to enter the growing retail sector of UAE and other emerging markets in the Gulf region.

An investigation into the role of enterprise information systems in enabling business innovation

2015 ◽  
Vol 21 (4) ◽  
pp. 771-790 ◽  
Author(s):  
Luay Anaya ◽  
Mohammed Dulaimi ◽  
Sherief Abdallah
Keyword(s):  
Information Systems ◽  
Case Studies ◽  
United Arab Emirates ◽  
Clear Understanding ◽  
Business Practices ◽  
Enterprise Information ◽  
Content Type ◽  
Enterprise Information Systems ◽  
Business Innovation

Purpose – The purpose of this paper is to articulate clear understanding about the role of enterprise information systems (EIS) in developing innovative business practices. Particularly, it aims to explore the different ways that make EIS enables innovation development. Design/methodology/approach – The study adopted exploratory case study, based on qualitative approach. Investigations included two case studies each involved interviewing a number of senior information technology staff, working at these cases. Findings – The paper provides empirical insights about the EIS role in enabling innovation. The analysis of the case studies revealed that integrating an EIS with other system(s) or with digital devices can provide new practices that could not be easily available without these technologies. The study also found that applying data analytics tools into data accumulated from EIS, to extract new insights, lead to innovative practices. Practical implications – The study provides a set of recommendations for organizations interested to maximize the benefits from their investments in EIS. Originality/value – The paper provides evidences from cases in United Arab Emirates for the EIS role in enabling business innovation.

scholarly journals Linking relationship marketing to social embeddedness in a rural bilingual context

2017 ◽  
Vol 24 (2) ◽  
pp. 261-277
Author(s):  
Sara Parry ◽  
Paul Westhead
Keyword(s):  
Relationship Marketing ◽  
Participant Observation ◽  
New Technology ◽  
Study Participant ◽  
Social Embeddedness ◽  
Resource Constrained ◽  
Content Type ◽  
Theoretical Contribution ◽  
Strategic Resources

Purpose The purpose of this paper is to explore the evolution of relationship marketing (RM) in a new technology-based firm (NTBF) and to illustrate how social embeddednesss benefits can be achieved by engaging in RM in a rural resource-constrained bilingual context. Design/methodology/approach A single in-depth case study of a NTBF operating in a rural bilingual context was explored over a five-year period. As part of the case study, participant observation was carried out and interviews with the novice entrepreneur, the firm’s employees and its customers were conducted. Findings Developing mutually beneficial relationships with customers and key partners can enable a novice entrepreneur with no prior business ownership and limited marketing experience to accumulate and mobilise resources in order to achieve credibility and business growth. By analysing information from the NTBF’s entrepreneur, customers and other actors, the authors build theory and present propositions relating to the RM process. Practical implications This case illustrates that RM can enhance the legitimacy of an inexperienced entrepreneur, and can enable a firm to address the liabilities of newness in a rural resource-constrained context. Entrepreneurs need to focus on relevant and specialised partnership and alliance relationships that can provide strategic resources for firm development. The bilingual influence has also been shown to aid the development of new relationships and thus ensuring social embeddedness. Originality/value The theoretical contribution of this study is to integrate insights from both RM and social embeddedness theories, and illustrate the extent to which a NTBF demonstrates social embeddedness benefits relating to customer retention and accumulation of strategic resources due to RM.

Oilfield Services – the Abu Dhabi branch

2011 ◽  
Vol 1 (1) ◽  
pp. 1-2
Author(s):  
Conchita Mary Fonseca
Keyword(s):  
Decision Making ◽  
United Arab Emirates ◽  
Business Strategy ◽  
Cost Benefit Analysis ◽  
Cost Benefit ◽  
Subject Area ◽  
Strategic Decision ◽  
Abu Dhabi ◽  
Gulf Region ◽  
Content Type

Subject area Business strategy and human resource management. Study level/applicability Undergraduate Business and Management. Case overview This case spotlights Oilfield Services branch in Abu Dhabi, United Arab Emirates. It focuses on various problems encountered whilst operating in Abu Dhabi. Oilfield Services was first established in Dubai in 1995, primarily to meet the growing demand of quality human resources in the oilfield, shipping, and fabrication sectors in the Middle East and Persian Gulf region. The case highlights the challenges of motivation and compensating staff and the importance of strategic decision making. Expected learning outcomes This case can be used to teach decision making, cost/benefit analysis, employee motivation, and compensation and elements relating to international business strategy. Supplementary materials A teaching note is available on request.

Psychological empowerment and job satisfaction of accountants: the mediating effect of task performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ashish Varma ◽  
Gunjan Malhotra
Keyword(s):  
Job Satisfaction ◽  
Emerging Markets ◽  
Task Performance ◽  
Structural Equation ◽  
Psychological Empowerment ◽  
Mediating Effect ◽  
Primary Data ◽  
Equation Modeling ◽  
Business Practices ◽  
Content Type

Purpose This study aims to ascertain the mediating effect of task performance (TP) on the linkage between the psychological empowerment (PE) and job satisfaction (JS) of professional accountants. Design/methodology/approach Primary data was collected through a questionnaire-based survey of 132 professional accountants who were the units of analysis for the study. These accountants were domiciled in 11 Indian cities and worked in both service and manufacturing firms. The data was analyzed using the partial least squares structural equation modeling method. Findings The study found that TP mediated the linkage between PE and JS, although, contrary to observations in developed economies, one of its sub-constructs – competence – displayed no such mediation capability. Counterintuitively, it was empirically observed that the accountants’ gender had no bearing on the mediating effect of TP. Originality/value The study makes three distinct contributions. First, it empirically confirms that the intrinsic motivation theory applies to accountants in the context of operations in emerging markets. Second, the paper contributes to the accounting behavioral literature by observing that competence, as a sub-dimension of the PE construct, does not significantly impact the JS level of accountants. Finally, the study also contributes to the development of sound business practices by confirming that gender differences do not impact the satisfaction levels of accountants in emerging markets.

Socio-influences of user generated content in emerging markets

2018 ◽  
Vol 36 (7) ◽  
pp. 737-749 ◽  
Author(s):  
Harish Kumar ◽  
Manoj Kumar Singh ◽  
M.P. Gupta
Keyword(s):  
Emerging Markets ◽  
User Generated Content ◽  
Business Practices ◽  
Social Commerce ◽  
Interpretive Structural Modeling ◽  
Content Type ◽  
The People ◽  
The Social ◽  
Marketing Activities ◽  
Hierarchical Relationships

Purpose The purpose of this paper is to conceptualize the influencing characteristics of user-generated content over perceived structure of social platforms to plan various business practices to improve the social commerce activities especially in emerging markets. Design/methodology/approach In first step, key factors are identified from the systematic literature studies and experts’ opinion. Second, total interpretive structural modeling is used to interpret the complexity of relationships among various factors. Further, fuzzy-MICMAC analysis is used to determine the most driving factors to improve the social commerce. Findings The study illustrates hierarchical relationships that can help policy designers, business leaders and decision makers to gain maximum benefits of mining the user-generated content to implement the people-oriented changes to improve economic capability of a country. Research limitations/implications The applicability of the study findings can be deployed mostly in emerging economies. The study has not considered the data security, cyberbullying, authenticity and reliability of shared content spread virally over social sites. Practical implications The paper will assist policy makers, business planners and solution providers to give importance to public-led influencing patterns to offer business solutions based on people demand and choices. Social implications The customers’ engagement, sharing reviews, getting suggestions from other people and finding new trends through user-generated content would enable higher social commerce activities. Originality/value The paper develops hierarchical relationships to represent the advancements in business and marketing activities based on influencing patterns and behavior of users over social sites.

Market orientation in Islamic banks – a qualitative approach

2014 ◽  
Vol 32 (4) ◽  
pp. 495-527 ◽  
Author(s):  
Mostaque Ahmed Zebal ◽  
Hussein M. Saber
Keyword(s):  
Market Orientation ◽  
United Arab Emirates ◽  
Financial Institutions ◽  
Customer Orientation ◽  
Management Training ◽  
Data Matrix ◽  
Research Approach ◽  
Content Type ◽  
Islamic Financial Institutions ◽  
Antecedents And Consequences

Purpose – The purpose of this paper is to explore the nature of market orientation that exists in the Islamic financial institutions. The study further aims at identifying the antecedents and consequences of such market orientation. Design/methodology/approach – Considering the explorative nature, the study uses qualitative research approach, collecting data in words using in-depth interview technique, drawing sample from Islamic financial institutions of both Bangladesh and United Arab Emirates. Data were coded and categorized using inductive reasoning method and similar responses were identified from a prepared data matrix. The results were presented in a narrative way using simple frequency for the agreements and disagreements of respondents considering “street language” without being mediating the meaning of the responses. Findings – A different nature of market orientation called Islamic market orientation has been identified by the results of the study. The study identifies five elements (orientation on Islamic customer, orientation on information, orientation on integration, orientation on competition, and finally orientation on responsiveness) that embody the formation of Islamic market orientation. The study also identifies a different set of antecedents (attitude toward Islamic values, Islamic leadership, risk partaking, inter-relationships, government legislations, and management training) that are responsible for determining the extent of Islamic market orientation. The study further identifies a set of consequences (profitability, customer satisfaction and retention, gaining new customers, increase of employees’ team spirit and satisfaction, service quality improvement, increase of market share, and increase of work efficiency) when market-oriented behavior is being adopted by the Islamic financial institutions. Originality/value – To the best of the knowledge of the authors of this study, the results offer a different kind of market orientation along with its antecedents and consequences which can be considered as completely original and unique.

Export market orientation and export performance in emerging markets: insights from the Peruvian agri-export sector

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Oscar Malca ◽  
Jean Pierre Bolaños ◽  
Jorge Luis Rubio Donet ◽  
Francisco Acedo
Keyword(s):  
Emerging Markets ◽  
Market Orientation ◽  
Export Performance ◽  
Export Market ◽  
Future Research ◽  
Content Type ◽  
Export Sector ◽  
Relational Norms ◽  
The Impact ◽  
The Relationship

PurposeThe objective of this research is to analyse the joint impact of export proactivity and coordination capacity as mediators on the relationship between export market orientation (EMO) and export performance and the relational norms and export continuity as EMO's antecedents.Design/methodology/approachThe study uses structural equation modelling for the analysis of 127 small and medium enterprises (SMEs) from the agri-export sector in Peru.FindingsThe research demonstrates the mediating role of export proactivity between EMO and export performance and the impact of relational norms as an antecedent of EMO as well as that of export continuity in export performance.Research limitations/implicationsThe cross-sectional study design has certain limitations; thus, longitudinal research is necessary to analyse the evolution of the impact of these variables. Future research should also consider new variables, such as absorptive capacity and institutional distance, in relation to EMO and export performance in emerging markets.Originality/valueThis research paper provides a perspective that is an alternative to the traditional literature related to EMO since coordination capacity and export proactivity have been used as EMO's antecedents. However, in emerging countries, such as Peru, exports are based on comparative advantages. Under this context, it is necessary to analyse export proactivity and coordination capacity as mediators of the relationship between EMO and export performance and the relational norms and export continuity as EMO's antecedents.

The impact of market orientation levels on business performance results

2016 ◽  
Vol 8 (3) ◽  
pp. 296-309 ◽  
Author(s):  
Sergei Kazakov
Keyword(s):  
Data Analysis ◽  
Emerging Markets ◽  
Market Orientation ◽  
Business Performance ◽  
Service Industry ◽  
Positive Impact ◽  
Service Industries ◽  
Content Type ◽  
Orientation Model ◽  
The Impact

Purpose The purpose of this paper is to study the impact of market orientation on a companyµs business performance in a service industry using one of the emerging markets as a research setting. Design/methodology/approach The examination of two recognized MKTOR and MARCOR market orientation concepts in this paper led to the development of a market orientation model in a service industry that considers the local specifics of doing business. The model was tested in a study of 133 businesses that operate in a Russian service industry. The data analysis was completed to investigate and measure the impact of the market orientation level on a company’s business performance. Findings The data analysis following the field study determines that market orientation delivers a positive impact on the company’s overall business performance. Practical implications Inter-functional coordination should receive broad attention from company management, as this market orientation element is the most vital for business performance – especially in service industries. Accompanying model elements also provide leverage to business performance that should not be overlooked. Synchronized utilization of the market orientation model elements has a very positive impact on the company’s business. Originality/value This research paper contributes to an array of publications dedicated to market orientation in one of the most multifaceted emerging markets, the Russian Federation. It is also the first time that the market orientation concept has been applied by service industry organizations in Russia.

Exploiting market-oriented collective learning cycle to leverage competitive advantage at a foreign subsidiary in emerging markets

2020 ◽  
Vol 32 (1) ◽  
pp. 86-128
Author(s):  
Gamal Mohamed Shehata
Keyword(s):  
Organizational Learning ◽  
Emerging Markets ◽  
Market Orientation ◽  
Collective Learning ◽  
Learning Cycle ◽  
Foreign Subsidiary ◽  
Competitive Advantages ◽  
Content Type ◽  
Learning Practices

Purpose The purpose of this paper is to examine how a foreign subsidiary operates in emerging markets and integrates market orientation with organizational learning to achieve a competitive lead. It is an attempt to fill an evident gap in the literature of integrating organizational learning into a market-oriented competitive strategy through using a four-step collective learning cycle at General Motors Egypt (GME). Design/methodology/approach The paper adopts a qualitative case study methodology to thoroughly examine the viewpoints of 90 respondents via in-depth and unstructured interviews with both managers and employees working in a variety of divisions inside GME. An integrative qualitative data analysis approach is used to explore, synthesize, interpret and derive relationships resulting from the collected data. Findings This work advances the theory of organizational learning by testing the theme of collective learning cycle in a real work setting. It presents a real example of aligning market orientation into a collective learning cycle directed toward achieving competitive advantages. Research limitations/implications This study provides scholars and practitioners alike with a real scenario on how and why a four-step organizational learning cycle functions as a building block to generate a competitive advantage. It also discusses the elements of collective learning that are not captured by the four-step collective learning cycle. Factors facilitating market-based organizational learning are also explored. However, the results generated are contingent on the investigated case study circumstances, which are limited in generalizability. Practical implications The paper addresses a set of directions through which auto assembly firms leverage both collective learning practices and knowledge-driven strategy to gain competitive advantages. The GME paradigm indicates how a firm can use collective learning not only to respond to an internal need for change but also to react to external market forces and constraints. Originality/value This study is the first of its kind to investigate the value of the cyclic learning concept from a strategic viewpoint in a multinational organizational context. It enriches the primarily practitioner literature on aligning collective learning into strategy with rich empirical examination of the learning practices of a leading foreign subsidiary. It resolves a gap in the literature regarding how organizational learning and knowledge management processes are aligned to market-oriented competitive strategy. The paper draws a number of critical research issues that call for refinement of the organizational learning cycle theory.

Glocalising university websites: culturally formatted Arab sentiments

2019 ◽  
Vol 11 (5) ◽  
pp. 1073-1089
Author(s):  
Vanaja Menon Vadakepat ◽  
Devaki Vadakepat Menon
Keyword(s):  
High School Students ◽  
United Arab Emirates ◽  
Communication Strategy ◽  
Digital Information ◽  
Cultural Perspective ◽  
Sampling Frame ◽  
School Students ◽  
Gulf Region ◽  
Content Type ◽  
University Websites

Purpose Many researchers have addressed students as consumers and considered their online searches to choose a university as typical buying behaviour. The myriad features of digital information enable universities to conveniently and quickly reach educational markets at a relatively low cost. Consumers’ market choices can usefully be interpreted in terms of their cultural perceptions. To encourage Web viewers to make repeat visits to, and remain longer on, their websites, it is critical for international universities to understand local and regional viewers’ perceptions and preferences regarding non-text Web messages through the lens of culture. The purpose of the current study is to address the need for, and the challenge presented by, glocalising the text and non-text aspects of university websites by investigating Arab consumers’ perceptions of these websites. Design/methodology/approach The sampling frame comprised 200 residents from the Emirate of Abu Dhabi, including 100 high school students and 100 stakeholders, with equal proportions of Arabs and non-Arabs. Illustrations and images were used in the questionnaire to collect respondents’ perceptions about university websites from a cultural perspective. Findings This study identifies a need to glocalise the non-text and website messages of international universities that are aiming to penetrate educational markets in the Emirates. Research limitations/implications This study clearly identifies the segment that is most receptive to a “glocalised” website communication strategy of international universities: Arab students, aged 16 or above, and educated stakeholders, expect to view academic information on websites, as do viewers everywhere, but prefer this information to reflect the values and traditions of Arab culture. Originality/value The increasing inflow of students from the Gulf region to the United Arab Emirates, instead of their usual choice of European or Western educational destinations, has motivated international universities to envisage the Emirates as a location for their campus expansions. An understanding of the approaches of Arab viewers to the websites of international universities through the lens of culture is essential for bridging the literature gaps that currently persist in the area of digital promotion and social marketing.

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