Innovative approach and marketing skill: a case study of artisan entrepreneurs of India

Sethumadhavan Meera · A. Vinodan

20 citations0/0 files storedJournal of Entrepreneurship in Emerging Economies

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Entrepreneurship Studies and Influences Innovation and Knowledge Management Innovation and Socioeconomic Development

Abstract

Purpose This study aims to examine individual-specific market orientation as an innovative approach and its relationship with marketing skills among artisan entrepreneurs in India. Design/methodology/approach The study adopted an in-depth interview to explore variables, a questionnaire survey to understand their latent dimensions through exploratory factor analysis and structural equation modeling to test the relationship between constructs under study. Findings The interview result indicates that 20 variables explain factors affecting individual-specific market orientation with four latent dimensions: customer orientation, competitor orientation, external coordination orientation and personal selling orientation. There is a significant and positive relationship between customer orientation and personal selling orientation with the marketing skills of artisan entrepreneurs in India. Research limitations/implications The study is confined to three southern states of India and weaving villages known for their endemic product specifications. Practical implications The study found significance in orienting artisan entrepreneurs of developing countries and equipping them with desired skills to meet the changing dynamics of the market and meet their livelihood needs. The study further supports policymaking in strengthening the capability of artisans to enter the market without mediators. Social implications The model provides insight into other unorganized sectors to formulate innovative approaches to strengthen marketing skills and entrepreneurial ability. Originality/value As an exploratory study, examining individual-level market orientation as an innovative approach and their relationship with marketing skills among artisan entrepreneurs was unexplored in several unorganized sectors, including handlooms.

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References

1988Structural equation modeling in practice: A review and recommended two-step approach.1979A Paradigm for Developing Better Measures of Marketing Constructs 2016How to plan and perform a qualitative study using content analysis 1993Market Orientation: Antecedents and Consequences 1990The Effect of a Market Orientation on Business Profitability 2002The C-OAR-SE procedure for scale development in marketing 2002The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings 2011Marketing and business performance

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