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Market Orientation and Performance: A Meta-Analysis and Cross-National Comparisons


  • Paul D. Ellis


Quantitative evidence drawn from a meta-analysis of 56 studies (58 samples) conducted in 28 countries reveals that market orientation is a generic determinant of firm performance. However, stronger effects were found for studies set in large, mature markets and when market orientation was measured using Kohli, Jaworski and Kumar's (1993) MARKOR scale. The meta-analysis also revealed that the value of a market orientation weakens in proportion to the cultural distance separating the home market from the USA. This study thus extends previous research by: (1) providing evidence of measurement moderators that inhibit the generalization of results obtained from studies using different scales and performance variables; (2) establishing benchmark effect sizes for specific regions around the world; and (3) revealing that the managerial value of a market orientation is significantly affected by the cultural and economic characteristics of the host country. Copyright Blackwell Publishing Ltd 2006.

Suggested Citation

  • Paul D. Ellis, 2006. "Market Orientation and Performance: A Meta-Analysis and Cross-National Comparisons," Journal of Management Studies, Wiley Blackwell, vol. 43(5), pages 1089-1107, July.
  • Handle: RePEc:bla:jomstd:v:43:y:2006:i:5:p:1089-1107

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