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Orienting toward sales growth? Decomposing the variance attributed to three fundamental organizational strategic orientations

Author

Listed:
  • William Wales
  • Tatiana Beliaeva

    (SPbU - St Petersburg State University)

  • Galina Shirokova
  • Tatiana Stettler
  • Vishal Gupta

    (IIM Ahmedabad - Indian Institute of Management Ahmedabad)

Abstract

While firm strategic orientations have received considerable attention, most research has focused on singular orientations without considering their complementarity for firm's outcomes. In this study, we decompose the unique and complementary variance of several strategic orientations – market (MO), entrepreneurial (EO), and learning orientation (LO) – on firm sales growth. Our investigation of the individual unique effects of these orientations reveals that, within our cross-national random sample of 221 firms from Finland and Russia, sales growth is principally driven by EO. Second, our results show, that the complementary or shared effects of EO, MO, and LO explain a significant portion of the variance in sales growth. Building upon past research, we offer evidence that a higher-order construct- proactive learning culture- is supported at the intersection of these fundamental strategic orientations with important implications for future scholarship examining multiple strategic orientations.
(This abstract was borrowed from another version of this item.)

Suggested Citation

  • William Wales & Tatiana Beliaeva & Galina Shirokova & Tatiana Stettler & Vishal Gupta, 2020. "Orienting toward sales growth? Decomposing the variance attributed to three fundamental organizational strategic orientations," Post-Print hal-04278176, HAL.
    • Handle: RePEc:hal:journl:hal-04278176
    DOI: 10.1016/j.jbusres.2018.12.019
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    Cited by:

    1. Shi, Xuanyi & Prajogo, Daniel & Fan, Di & Oke, Adegoke, 2025. "Is operational flexibility a viable strategy during major supply chain disruptions? Evidence from the COVID-19 pandemic," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 195(C).
    2. Chetty, Sylvie & Martín Martín, Oscar & Bai, Wensong, 2024. "Causal foreign market selection and effectual entry decision-making: The mediating role of collaboration to enhance international performance," Journal of Business Research, Elsevier, vol. 172(C).
    3. Magaly Gaviria-Marin & Jorge Matute-Vallejo & Hugo Baier-Fuentes, 2021. "The effect of ICT and higher-order capabilities on the performance of Ibero-American SMEs," Computational and Mathematical Organization Theory, Springer, vol. 27(4), pages 414-450, December.
    4. Farhad Uddin Ahmed & Mujahid Mohiuddin Babu & Md Nafizur Rahman & Mohammad Jasim Uddin & Bidit Lal Dey, 2025. "Strategic orientation, strategic renewal, and the international performance of born global firms," Asia Pacific Journal of Management, Springer, vol. 42(2), pages 993-1024, June.
    5. Galina Shirokova & Tatiana Beliaeva & Tatiana S. Manolova, 2023. "The Role of Context for Theory Development: Evidence From Entrepreneurship Research on Russia," Entrepreneurship Theory and Practice, , vol. 47(6), pages 2384-2418, November.
    6. Umair Waqas & Sonia Umair & Beata Mrugalska & Ibrahim Rashid Shamsi & IIya Bystrov, 2024. "Mediating role of green talent management between green strategic orientation and sustainable supply chain performance among SMEs of Oman," Annals of Operations Research, Springer, vol. 340(2), pages 1063-1089, September.
    7. Asmare HAILU Aregu & Amentie KERO Chalchissa & Lemma DAGNE Zinashbizu, 2025. "Linking Strategic Orientation, Innovation Capability and Environmental Dynamism with Firm Performance: A Configurational View," Foundations of Management, Sciendo, vol. 17(1), pages 187-202.

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