Is "Consumer Orientation" A Dimension of Market Orientation in Consumer Markets?

Linda Silver Coley · John T. Mentzer · Martha C. Cooper

33 citations0/0 files storedThe Journal of Marketing Theory and Practice

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Innovation and Knowledge Management Marketing and Advertising Strategies Quality and Supply Management

Abstract

This study tests the concept that consumer orientation is a dimension of market orientation. A measure of consumer orientation is added to a three-dimensional second-order market orientation model (MKTOR) with customer orientation, competitor orientation, and interfunctional coordination and tested for effects on competitive advantage. Results support consumer orientation as a fourth dimension of market orientation measuring unobservable characteristics unexplained by the other three dimensions. The three-dimensional MKTOR model can be viewed as a subset of the proposed four-dimensional model, maintaining its original properties. These findings add relevance for implementing the marketing concept in consumer markets, particularly firms embedded in consumer-driven supply networks.

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References

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