Business Intelligence

Relationship Or Innovation Orientation In B2B Markets: Empirical Results From An Emerging Market

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Executive Summary

Market orientation and innovation orientation, including their relationship with firm performance, are well-debated in prevailing marketing literature. Interestingly, relationship orientation, as an extension of market orientation, is yet to be subjected to similar investigation. While relationship orientation suggests that firms should invest in building relationships with clients and suppliers to generate improved financial performance, innovation orientation proposes that customers will prefer superior and innovative products/services and supports a learning philosophy. Torn between two shores, the result often is that practitioners are confused as to what the desired orientation for the firm should be.

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