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Current marketing practices and market orientation in the context of an emerging economy : the case of Uruguay


  • Duque Zuluaga, Lola Cristina
  • Lado Couste, Nora Rita
  • Alvarez Bassi, Daniel


This research explores the link between contemporary marketing practices, market orientation and business performance in Uruguay, an emergent country that has recovered from an economic crisis. These approaches seem to be related, but there is no existing evidence to confirm this impression. Lessons can be learned from understanding how effective is the adoption of marketing practices under a crisis scenario. Using data from interviews with 143 micro and small enterprises’ managers, we identify three clusters dependant on the combination of marketing practices: a multi-marketing cluster, a medium-level relationship marketing cluster and a transactional cluster. A model relating market orientation components and various performance measures is tested for the three clusters, showing that the multi-marketing and transactional clusters are more effective in translating efforts and resources into business outcomes.

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  • Duque Zuluaga, Lola Cristina & Lado Couste, Nora Rita & Alvarez Bassi, Daniel, 2010. "Current marketing practices and market orientation in the context of an emerging economy : the case of Uruguay," DEE - Working Papers. Business Economics. WB wb104207, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.
  • Handle: RePEc:cte:wbrepe:wb104207

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