The influence of organizational market orientation on individual-level market-oriented cognitions

This study addresses the psychology of individual‐level market‐information use by examining aspects of firm market orientation and employee cognitions related to information use. Consistent with expectations, employee perceptions related to firm market orientation influenced employee‐perceived capab...

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Bibliographic Details
Published inPsychology & marketing Vol. 17; no. 11; pp. 935 - 954
Main Authors Celuch, Kevin G., Kasouf, Chickery J., Strieter, Jeffrey C.
Format Journal Article
LanguageEnglish
Published New York John Wiley & Sons, Inc 01.11.2000
Van Nostrand Reinhold
Wiley Periodicals Inc
Subjects
Customer information files
Decision making
Employees
Influence
Market orientation
Organizational behavior
Organizational learning
Perceptions
Statistical analysis
Studies
Variables
United States > US
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Summary:This study addresses the psychology of individual‐level market‐information use by examining aspects of firm market orientation and employee cognitions related to information use. Consistent with expectations, employee perceptions related to firm market orientation influenced employee‐perceived capabilities, which, in turn, influenced benefit perceptions related to using customer information. This research holds important implications for the management and future exploration of employee market‐oriented behavior. © 2000 John Wiley & Sons, Inc.
Bibliography:istex:8908C8F7F08D9AC5FE86B0DA197AB86205E316B5
ark:/67375/WNG-C2VNCGNB-N
Alfred P. Sloan Foundation
ArticleID:MAR2
Powder Metallurgy Research Center at Worcester Polytechnic Institute
ISSN:0742-6046
1520-6793
DOI:10.1002/1520-6793(200011)17:11<935::AID-MAR2>3.0.CO;2-O