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The impact of market orientation on university spin-off business performance

Author

Listed:
  • Nicoletta Buratti

    (University of Genoa)

  • Giorgia Profumo

    (University of Genoa)

  • Luca Persico

    (University of Genoa)

Abstract

Extant literature on the antecedents of university spin-off (USO) business performance has developed with the aim of highlighting those drivers that could foster the performance of such firms, focusing on a variety of factors. Less interest has been devoted to the market orientation–performance relationship, despite the positive link frequently found in the marketing literature. The aim of the present paper is therefore to fill this gap and investigate the relationship between market orientation (MO) and USO performance using the Netval database of Italian research spin-offs. To measure MO, we adopted an ad hoc questionnaire, and after testing its validity with a factor analysis, we performed a regression model. The results show that MO, particularly some of its components (customer intelligence generation, intelligence dissemination, integration and inter-functional coordination), has an impact on business performance. This contribution presents some valuable research implications useful for academics, but professionals from new high-tech ventures and technology transfer offices may also benefit from this knowledge.

Suggested Citation

  • Nicoletta Buratti & Giorgia Profumo & Luca Persico, 2021. "The impact of market orientation on university spin-off business performance," Journal of International Entrepreneurship, Springer, vol. 19(1), pages 104-129, March.
    • Handle: RePEc:kap:jinten:v:19:y:2021:i:1:d:10.1007_s10843-020-00282-4
    DOI: 10.1007/s10843-020-00282-4
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    More about this item

    Keywords

    University spin-off; Market orientation; Business performance; Academic entrepreneurship; Factor analysis;
    All these keywords.

    JEL classification:

    • M13 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - New Firms; Startups
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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