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Marketing productivity and the definition of success in the international consulting industry: non-financial and financial metrics

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  • Inés Küster
  • Juan M. Castro-Valderrama

Abstract

The purpose of this paper is to examine and measure the relationship between marketing productivity and the understanding of success in consulting companies. The study considers the effects of non-financial metrics attached to financial metrics and firm performance. The research application focuses on a European consulting firm and its 31 Ecuadorian most important customer firms. The data analysis with a sample of 31 Ecuadorian customer firms reveals that to corporate reputation and innovation metrics are the most important. Perceived quality is the least important metric in performance evaluation and no significant relationship occurs between the customer loyalty attached to financial metrics in firm performance. The study is, as far as is known, the first attempt at aiming to explore marketing productivity and understanding of success metrics in Ecuador, and one of a limited number of studies in developing economies.

Suggested Citation

  • Inés Küster & Juan M. Castro-Valderrama, 2023. "Marketing productivity and the definition of success in the international consulting industry: non-financial and financial metrics," International Journal of Business Performance Management, Inderscience Enterprises Ltd, vol. 24(2), pages 131-157.
    • Handle: RePEc:ids:ijbpma:v:24:y:2023:i:2:p:131-157
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