BazEkon - The Main Library of the Cracow University of Economics

BazEkon home page

Main menu

Author
Tomaskova Eva (Masaryk University, Brno, Czech Republic)
Title
Interfunctional Coordination and its Influence on Customer Success
Source
Open Economics, 2018, vol. 1, iss. 1, s. 105-114, tab., bibliogr. poz.
Keyword
Klient, Orientacja rynkowa, Koordynacja działalności gospodarczej
Customer, Market orientation, Coordination of economic activity
Note
JEL Classification: M10, M31.
summ.
Country
Republika Czeska
Czech Republic
Abstract
The purpose of the paper is to expand the knowledge about interfunctional coordination (IFC). The term IFC has been used for 50 years and it extends to many branches. The most popular ones are in marketing, logistics and IT management. The purpose of IFC is to develop collaboration between the diverse departments within an organization. The goal of the paper is to describe the relationship between IFC on the B2B market, especially if IFC in one company can influence customer success in business. The research was undertaken with companies producing electronic components and electrical equipment in the region of South Moravia in the Czech Republic. 60 SME have answered the questionnaire. The Spearman's rank correlation test was used to analyse the influence of IFC of companies on the success of their customers. The results show that the implementation of IFC in a company has a positive relationship on the success of its customers.(original abstract)
Full text
Show
Bibliography
Show
  1. Akimova, I. (2000). Development of Market orientation and competitiveness of Ukrainian firms. European Journal of Marketing, 34(9/10), 1128-1148.
  2. Baker, W. E., & Sinkula, J. M. (2009). The complementary effects of market orientation and entrepreneurial orientation on profitability in small businesses. Journal of Small Business Management, 47(4), 443-464.
  3. Bigne, J. E., et al. (2004). Market orientation: an antecedent to the industrial manufacturer's power. European Journal of Marketing, 38(1/2), 175-193.
  4. Bodea, L., & Duţu, C. (2016). The Consequences of Market Orientation on Business Performance. Journal of Economics and Business Research, 22(1), 239-252.
  5. Bouachouch, M., & Mamad, M. (2014). Analysis of the Antecedents of Inter-Functional Coordination in the Supply Chain Context: Case of the Medicament Flows in a Moroccan University Hospital. International Journal of Business and Management, 9(8), 97-107.
  6. Bouranta, N., Mavridoglou, G., & Kyriazopoulos P. (2005). The impact of internal marketing to market orientation concept and their effects to bank performance. Operational Research: An International Journal 5(2), 349-362.
  7. Carrasco, G., Angeles, A., & Marroquin-Tovar, E. (2016). Inflexibility in organizational decision-making. Journal of Business Economics and Management, 17(4), 564-579.
  8. Caruana, A., & Calleya, P. (1998). The effect of internal marketing on organisational commitment among retail bank managers, International Journal of Bank Marketing 16(3): 108-116.
  9. Cheng, M-Y., & Wang, L. (2015). The mediating effect of ethical climate on the relationship between paternalistic leadership and team identification: A team-level analysis in the Chinese context. Journal of Business Ethics, 129(3), 639-654.
  10. Deng, S., & Dart, J. (1999). The market orientation of Chinese enterprises during a time of transition. European Journal of Marketing, 33(5/6), 631-654.
  11. Dezso, C. L., Grohsjean, T., & Kretschmer, T. (2012). Coordination Experience and Team Performance: Evidence from the Electronic Games Industry. Robert H. Smith School Research Paper No. RHS 06-136.
  12. Farzard, A., Nahavandi, N., & Caruana, A. (2008). The effect of internal marketing on organizational commitment in Iranian banks. American Journal of Applied Sciences, 5(11), 1480-1486.
  13. Gatignon, H., & Xuereb, J. M. (1997). Strategic orientation of the firm and new product performance. Journal of Marketing Research, 36(1), 77-90.
  14. Gray, B., Matear, S., Boshoff, C., & Matheson, P. (1998). Developing a better measure of market orientation. European journal of marketing, 32(9/10), 884-903.
  15. Grewal, R., & Tanshuhaj, P. (2001). Building organizational capabilities for managing economic crisis: The role of market orientation and strategic flexibility. Journal of Marketing, 65, 67-80.
  16. Gurkov, I. (2010). Strategy technique for the times of high uncertainty - achieving corporate robustness through maximization of intrinsic stakeholders' benefits, in: M. Sheresheva, ed. Contemporary Management: Problems, Hypotheses, Research. Moscow: HSE Publishing, 11-16.
  17. Hajjat, M. M. (2002). Customer orientation: construction and validation of the CUSTOR scale. Marketing Intelligence and Planning, 20(7), 428-441.
  18. Helfert, G., Ritter, T., & Walter, A. (2002). Redefining Market Orientation from a relationship perspective. European Journal of Marketing, 36(9/10), 1119-1139.
  19. Hooley, G., Fahy, J., Greenley, G., Beracs, J., Fonfara, K., & Snoj, B. (2003). Market orientation in the service sector of the transition economies of central Europe. European Journal of Marketing, 37(1/2), 86-106.
  20. Homburg, C., & Pflesser, C. (2000). A multiple-layer model of market-oriented organizational culture: Measurement issues and performance outcomes. Journal of Marketing Research, 37, 449-462.
  21. Jangl, P. (2016). Model of Market Orientation of High-Tech Firms in Germany: Validation Study. Business: Theory and Practice, 17(3), 216-224. DOI 10.3846/btp.2016.643.
  22. Jaworski, B., Kohli, A. (1993). Market orientation: antecedents and consequences. Journal of Marketing Research, 30(4), 467-477.
  23. Joensuu-Salo, S., & Kettunen, S. K. (2016). The Impact of market orientation and marketing capability on business performance with internationalized SMEs. Proceedings of the Research in Entrepreneurship and Small Business conference, RENT XXX (2016): Innovation, Relational Networks, Technology and Knowledge Transfer as Drivers of Global Competitiveness, 16-18 November, 2016, Antwerp, Belgium., European Council for Small Business and Entrepreneurship.
  24. Julian, C. C., Mohamad, O., Ahmed, Z. U., & Sefnedi, S. (2014). The Market Orientation-Performance Relationship: The Empirical Link in Export Ventures. Thunderbird Int'l Bus Rev, 56, 97-110. doi:10.1002/tie.21598.
  25. Juttner, U., Christopher, M., & Baker, S. (2007). Demand chain management-integrating marketing and supply chain management. Industrial marketing management, 36(3), 377-392.
  26. Kanovska, L. (2015). Services are able to help to extend life cycles, develop long-term relationship that lock out competitors, increase revenue. Trends Economics and Management, 9 (23), 17-23.
  27. Kanovska, L., & Tomaskova, E. (2014). Market orientation and strategic behaviour at high-tech companies. E+M: Ekonomie a Management, 17(4), 86-100.
  28. Kaura, V., Durga Prasad, C. S., & Sharma, S. (2015). Service quality, service convenience, price and fairness, customer loyalty, and the mediating role of customer satisfaction. International Journal of Bank Marketing, 33(4), 404-422.
  29. Kennedy, K. N., Goolsby, J. R., & Arnould, E. J. (2003). Implementing a Customer Orientation: Extension of Theory and Application. Journal of Marketing, 67(4), 67-81.
  30. Kohli, A. K., & Jaworski, B. J. (1990). Market Orientation: The Construct, Research Propositions, and Managerial Implications. Journal of Marketing, 54, 1-18.
  31. Kok, R. A. W., & Driessen, P. H. (2012). Antecedents of market orientation in semi-public service organizations: a study of Dutch housing associations. The Service Industries Journal, 32(12), 1901-1921.
  32. Kozlowski, S. W. J., & Bell, B. S. (2003). Work groups and teams in organizations. In W. C. Borman, D. R. Ilgen & R. J. Klimoski (Eds.), Handbook of psychology (Vol. 12): Industrial and Organizational Psychology (333-375). New York: Wiley-Blackwell.
  33. Krejci, M., Strielkowski, W., & Cabelkova, I. (2015). Factors that influence the success of small and medium enterprises in ICT: a case study from the Czech Republic. Business: Theory and Practice, 16(3), 304-315. DOI 10.3846/btp.2015.521.
  34. Kusluvan, S., Kusluvan, Z., Ilhan, I., & Buyruk, L. (2010). The human dimension. A review of human resource management issues in the tourism and hospitality industry. Cornell Hospitality Quarterly, 31(2), 174-214.
  35. Langerak, F. (2001). The relationship between customer and supplier perceptions of the manufacturer's market orientation and its business performance, International Journal of Market Research, 43(1), 43-62.
  36. Lawrence, P., & Lorsch, J. (1967). Differentiation and Integration in Complex Organizations. Administrative Science Quarterly, 12, 1-30.
  37. Luo, X., Slotegraaf, R. J., & Pan, X. (2006). Cross-functional "coopetition": the simultaneous role of cooperation and competition within firms. Journal of Marketing, 70(2), 67-80.
  38. Manurung, D., Suhartadi, A. R., & Saefudin, N. (2015). The Influence of Organizational Commitment on Employee Fraud with Effectiveness of Internal Control and Organizational Justice as a Moderating Variable. Procedia-Social and Behavioral Sciences, 211, 1064-1072. https://doi.org/10.1016/j.sbspro.2015.11.142.
  39. Matsuno, K., & Mentzer, J. (1995). Market orientation: Reconciliation of two conceptualizations. Developments in Marketing Science, 18, 49-55.
  40. Menguc, B., Auh, S., & Shih, E. (2007). Transformational leadership and market orientation: Implications for the implementation of competitive strategies and business unit performance. Journal of Business Research, 60(4), 314-321.
  41. Mentzer, J. T. (2001). Supply Chain Management. London: SAGE, 512.
  42. Min, S., Mentzer, J. T., & Ladd, R. T. (2007). A market orientation in supply chain management. Journal of the Academy of Marketing Science, 35(1), 507-522.
  43. Mira, S. A., & Ahranjani, N. M. (2016). A structural model of knowledge management-strategic orientations relationship in constructing companies: an empirical study of a developing country. Journal of Management, 1(4), 330-351.
  44. Mohr, J. J., Sengupta, S., & Slater, S. (2014). Marketing of High Technology products and Innovations. England: Pearson Education Limited, 2014. ISBN 9781292040332.
  45. Mohsen, K., & Eng, T. (2013). Enhancing Inter functional coordination and marketing performance: utilization of the motivation/ability/opportunity framework. UNSPECIFIED. EBS Working Papers WP2013-9, University of Essex, Colchester.
  46. Montoya-Weiss, M. M., Massey, A. P., & Song, M. (2001). Getting it together: Temporal coordination and conflict management in global virtual teams. Academy of Management Journal 44(6): 1251-1262.
  47. Narver, J. C., & Slater, S. F. (1990). The Effect of a Market Orientation on Business Profitability. Journal of¨Marketing, 54, 20-35.
  48. Peng, C., & George, R. T. (2011). The effect of inter-functional coordination on organizational commitment in the hotel industry (Scholarworks).
  49. Porter, M. (1985). Avantage concurrentiel. Traduction of Philippe de Lavergne.
  50. Rafiq, M., & Ahmed, P. K. (2000). Advances in the internal marketing concept: definition, synthesis and extension. Journal of Services Marketing, 14(6), 449-462.
  51. Shapiro, S. P. (1987). The social control of impersonal trust. Am. J. Sociol., 93, 623-658.
  52. Smirnova, M., Naude, P., Henneberg, S. C., Mouzas, S., & Kouchtch, S. P. (2011). The impact of market orientation on the development of relational capabilities and performance outcomes: The case of Russian industrial firms'. Industrial Marketing Management, 40(1), 44-53.
  53. Sousa, C. M. P., & Lengler, J. (2011). Examining the Determinants of Interfunctional Coordination and Export Performance: An Investigation of Brazilian Exporters. Advances in International Marketing, 21, 189-206.
  54. Šalyova, S., Taborecka-Petrovičova, J., Nedelova G., & Ďaďo, J. (2015). Effect of Marketing Orientation on Business Performance: A Study from Slovak Foodstuff Industry. Procedia Economics and Finance, 34, 622-629. https://doi.org/10.1016/S2212-5671(15)01677-9.
  55. Tay, J. Y. W., & Tay, L. (2007). Market orientation and the property development business in Singapore. International. Journal of Strategic Property Management, 11(1), 1-16.
  56. Tomaskova, E. (2005). Measuring of market orientation and its influence on business performance. Brno: Vutium.
  57. Tsiotsou, R. H. (2010). Delineating the effect of market orientation on services performance: a component-wise approach. The Service Industries Journal, 30(3), 375-403.
  58. Vazquez, R., Alvarez, L. I., & Santos, M. L. (2002). Market orientation and social services in private non-profit organisations. European Journal of Marketing, 36(9/10), 1022 - 1046.
  59. Vo, L. V., Le, H. T. T. L., Le, D. V., Phung, M. T., Wang, Y-H., & Yang, F-J. (2017). Customer satisfaction and corporate investment policies. Journal of Business Economics and Management, 18(2), 202-223.
  60. Wilson, G. A., Perepelkin, J., Di Zhang, D., & Vachon, M. A. (2014). Market orientation, alliance orientation, and business performance in the biotechnology industry. Journal of Commercial Biotechnology, 20(2), 32-40.
  61. Woodside, A. G. (2005). Firm orientations, innovativeness, and business performance: Advancing a system dynamics view following a comment on Hult, Hurley, and Knight's 2004 study. Industrial marketing management, 34(3), 275-279.
  62. Yoo, S. H., & Seo, Y. W. (2017). Effect of supply chain structure and power dynamics on R&D and market performances. Journal of Business Economics and Management, 18(3), 457-504.
  63. Zahra, S. A., & George, G. (2002). Absorptive Capacity: A Review, Reconceptualization, and Extension. The Academy of Management Review, 27(2), 185-203.
  64. Zhou, K. Z., Brown, J. R., & Dev, C. S. (2009). Market orientation, competitive advantage, and performance: a demand-based perspective. Journal of Business Research, 62(11), 1063-1070.
Cited by
Show
ISSN
2451-3458
Language
eng
URI / DOI
https://doi.org/10.1515/openec-2018-0004
Share on Facebook Share on Twitter Share on Google+ Share on Pinterest Share on LinkedIn Wyślij znajomemu