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Customer Value Orientation And Organizational Performance: An Explanatory Model Proposal, Orientacion Al Valor Del Cliente Y El Desempeno Organizacional: Propuesta De Un Modelo Explicativo

Author

Listed:
  • Leslier Valenzuela
  • Francisco Villegas

Abstract

Having market-oriented management for the success of businesses is essential. Businesses are immersed in a globalized and highly competitive environment. Many companies are leading the market (customers, prospects, competitors, suppliers, etc) locally and globally, to obtain and analyze information and to generate knowledge to respond with creative solutions. The objective is to capitalize and retain relationships with its interested groups, especially customers. This research designs a model consisting of a series of reliable constructs validated in previous studies (Customer Value Orientation (CVO), Market- Oriented Organizational Culture (MOOC) Brand Value (BV) and Business Ethics (BE) to explain how they could influence organizational performance (OP). The hypotheses were tested with the responses of 327 executives with medium and high positions in different business sectors in Chile. Exploratory analyzes validates the constructs and confirmatory analyzes indicate that the variables and sub-models are significant. The study revealed that these variables would influence the organizational performance.

Suggested Citation

  • Leslier Valenzuela & Francisco Villegas, 2013. "Customer Value Orientation And Organizational Performance: An Explanatory Model Proposal, Orientacion Al Valor Del Cliente Y El Desempeno Organizacional: Propuesta De Un Modelo Explicativo," Revista Internacional Administracion & Finanzas, The Institute for Business and Finance Research, vol. 6(7), pages 1-25.
    • Handle: RePEc:ibf:riafin:v:6:y:2013:i:7:p:1-25
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    References listed on IDEAS

    as
    1. Leslier Valenzuela & Eduardo Torres, 2008. "Gestión Empresarial Orientada Al Valor Del Cliente Como Fuente De Ventaja Competitiva. Propuesta De Un Modelo Explicativo," Estudios Gerenciales, Universidad Icesi.
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    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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