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Proactive and responsive market orientation on marketing exploration and firm performance
Lancy Mac1; Felicitas Evangelista2
Conference NameGlobal Marketing Conference
Source PublicationGlobal Alliance of Marketing & Management Associations
Conference DateJuly 26-29, 2018
Conference PlaceTokyo

While market orientation is long evident to be a key contributor to firm performance (Narver & Slater, 1990; Jaworski & Kohli, 1993), firms now increasingly find that proactive market orientation (Narver, Slater & Maclachlan, 2004) may be more appropriate for the rapidly changing market. Not only can it contribute to new product development success, it is proposed that it can enhance the ability to market which is labeled marketing exploration (Kyriakopoulos & Moorman, 2004). In this study, we posited proactive market orientation together with the original market orientation named here responsive market orientation as essential to developing a firm’s marketing exploration capability. As marketing competences reside in the everyday routines and practice related to the marketing function, marketing exploration enables one to update the ability to perform various marketing tasks which is essential capability of the firm to get ahead of the competition. Entrepreneurial orientation is also introduced as a mediating factor between the above relationships with the argument that such posture is related to a firm’s propensity to innovate, take risk and be proactive (Lumpkin & Dess, 1996) which is related to a proactive market orientation. A survey was carried out in China and results show that proactive market orientation is positively related to marketing exploration while responsive market orientation has positive impact on marketing exploration only through entrepreneurial orientation. Marketing exploration in turn positively impact firm performance. Results of this study contribute theoretically in revitalizing the market orientation literature which has been research for almost three decades. While leading customers with a proactive market orientation is getting more salient in this rapidly changing market environment, the original market orientation cannot be ignored. Both orientations are essential to enhance firms’ ability to renew their marketing skills and routines. This is definitely more important than just coming up with new products/services as it enables firms to update its marketing knowledge and skills so is crucial to long term performance.

KeywordProactive Market Orientation Entrepreneurial Orientation Marketing Exploration
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Document TypeConference paper
CollectionFaculty of Business Administration
Affiliation1.University of Macau
2.Western Sydney University
First Author AffilicationUniversity of Macau
Recommended Citation
GB/T 7714
Lancy Mac,Felicitas Evangelista. Proactive and responsive market orientation on marketing exploration and firm performance[C],2018.
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