IDEAS home Printed from https://ideas.repec.org/a/spr/sjobre/v60y2008i2d10.1007_bf03371731.html
   My bibliography  Save this article

Die Rolle des marktorientierten Personalmanagements im Rahmen der Umsetzung marktorientierter Strategien: Eine empirische Untersuchung

Author

Listed:
  • Ruth Stock-Homburg

    (Technische Universität Darmstadt)

Abstract

Zusammenfassung Der vorliegende Beitrag untersucht die Bedeutung des marktorientierten Personalmanagements für die Umsetzung marktorientierter Strategien. Konkret soll geklärt werden, inwieweit die marktorientierte Gestaltung der Strategie primär direkt den Erfolg von Unternehmen beeinflusst, oder ob sich die Marktorientierung der Strategie primär indirekt (über die Marktorientierung des Personalmanagements) auf den Erfolg von Unternehmen auswirkt. Die konzeptionellen Überlegungen des vorliegenden Beitrags stützen sich auf den Konfigurationsansatz. Der Logik dieses Ansatzes folgend wird unterstellt, dass sich die Marktorientierung der Strategie stärker indirekt (über die Marktorientierung des Personalmanagements) als direkt auf den Erfolg von Unternehmen auswirkt. Die zentrale Hypothese kann im Rahmen einer empirischen Untersuchung von rund 200 Unternehmen im Industriegüterbereich bestätigt werden. Ein interessantes Ergebnis dieser Untersuchung ist, dass die Marktorientierung der Strategie die Marktorientierung der Personalmanagement-Systeme stärker beeinflusst als die Marktorientierung der Mitarbeiterführung. Die stärkere Verhaltensbeeinflussung geht jedoch von der Marktorientierung der Mitarbeiterführung aus.

Suggested Citation

  • Ruth Stock-Homburg, 2008. "Die Rolle des marktorientierten Personalmanagements im Rahmen der Umsetzung marktorientierter Strategien: Eine empirische Untersuchung," Schmalenbach Journal of Business Research, Springer, vol. 60(2), pages 124-152, March.
    • Handle: RePEc:spr:sjobre:v:60:y:2008:i:2:d:10.1007_bf03371731
    DOI: 10.1007/BF03371731
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/BF03371731
    File Function: Abstract
    Download Restriction: no
    File URL: https://libkey.io/10.1007/BF03371731?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Gainer, Brenda & Padanyi, Paulette, 2005. "The relationship between market-oriented activities and market-oriented culture: implications for the development of market orientation in nonprofit service organizations," Journal of Business Research, Elsevier, vol. 58(6), pages 854-862, June.
    2. Jones, Eli & Busch, Paul & Dacin, Peter, 2003. "Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships," Journal of Business Research, Elsevier, vol. 56(4), pages 323-340, April.
    3. Homburg, Christian & Krohmer, Harley & Workman, John Jr., 2004. "A strategy implementation perspective of market orientation," Journal of Business Research, Elsevier, vol. 57(12), pages 1331-1340, December.
    4. Miller, Danny & Whitney, John O., 1999. "Beyond strategy: Configuration as a pillar of competitive advantage," Business Horizons, Elsevier, vol. 42(3), pages 5-17.
    5. Webster, Cynthia, 1990. "Toward the measurement of the marketing culture of a service firm," Journal of Business Research, Elsevier, vol. 21(4), pages 345-362, December.
    6. Stock, Ruth & Hoyer, Wayne, 2002. "Leadership Style as Driver of Salespeople’s Customer Orientation," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 35558, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    7. Stock, Ruth & Hoyer, Wayne, 2002. "Leadership Style as Driver of Salespeople’s Customer Orientation," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 60494, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    8. Catherine Truss, 2001. "Complexities and Controversies in Linking HRM with Organizational Outcomes," Journal of Management Studies, Wiley Blackwell, vol. 38(8), pages 1121-1149, December.
    9. Jay J. Ebben & Alec C. Johnson, 2005. "Efficiency, flexibility, or both? Evidence linking strategy to performance in small firms," Strategic Management Journal, Wiley Blackwell, vol. 26(13), pages 1249-1259, December.
    10. Andries de Grip & Inge Sieben, 2005. "The effects of human resource management on small firms' productivity and employees' wages," Applied Economics, Taylor & Francis Journals, vol. 37(9), pages 1047-1054.
    11. Kimberly A. Bates & Susan D. Amundson & Roger G. Schroeder & William T. Morris, 1995. "The Crucial Interrelationship Between Manufacturing Strategy and Organizational Culture," Management Science, INFORMS, vol. 41(10), pages 1565-1580, October.
    12. Roderick E. White, 1986. "Generic business strategies, organizational context and performance: An empirical investigation," Strategic Management Journal, Wiley Blackwell, vol. 7(3), pages 217-231, May.
    13. Suresh Kotha & Anil Nair, 1995. "Strategy and environment as determinants of performance: Evidence from the Japanese machine tool industry," Strategic Management Journal, Wiley Blackwell, vol. 16(7), pages 497-518.
    14. Webster, Cynthia, 1993. "Refinement of the marketing culture scale and the relationship between marketing culture and profitability of a service firm," Journal of Business Research, Elsevier, vol. 26(2), pages 111-131, February.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Karl-Heinz Leitner & Stefan Güldenberg, 2010. "Generic strategies and firm performance in SMEs: a longitudinal study of Austrian SMEs," Small Business Economics, Springer, vol. 35(2), pages 169-189, September.
    2. Nor Azila Mohd Noor & Azilah Kasim & Cezar Scarlat & Azli Muhamad, 2010. "Importance of Organizational Commitment, Job Motivation and Front Liners Self Efficacy Towards the Marketability of Hotel Industry in Kuala Lumpur Malaysia," Academica Turistica - Tourism and Innovation Journal, University of Primorska Press, vol. 3(1-2), pages 64-72.
    3. Duygu Seckin Halac & Roberto Biloslavo & Cagri Bulut, 2013. "Marketing Culture and Perceived Customer Satisfaction in Non-Profit Service Organizations," Bogazici Journal, Review of Social, Economic and Administrative Studies, Bogazici University, Department of Economics, vol. 27(2), pages 89-107.
    4. Kadic-Maglajlic, Selma & Micevski, Milena & Arslanagic-Kalajdzic, Maja & Lee, Nick, 2017. "Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach," Journal of Business Research, Elsevier, vol. 80(C), pages 53-62.
    5. Jan Wieseke & Johannes Ullrich & Oliver Christ & Rolf Dick, 2007. "Organizational identification as a determinant of customer orientation in service organizations," Marketing Letters, Springer, vol. 18(4), pages 265-278, December.
    6. Smirnova, Maria M. & Rebiazina, Vera A. & Frösén, Johanna, 2018. "Customer orientation as a multidimensional construct: Evidence from the Russian markets," Journal of Business Research, Elsevier, vol. 86(C), pages 457-467.
    7. Gordian Rättich & Kim Clark & Evi Hartmann, 2011. "Performance measurement and antecedents of early internationalizing firms: A systematic assessment," Working Papers 0031, College of Business, University of Texas at San Antonio.
    8. Afsheen Fatima & Sarah Salah Uddin & Saba Mehmood & Ashfeen Bibi, 2018. "Job Resourcefulness, Customer Orientation and Employees Outcomes: A Study of Hotel Employees in Pakistan," Information Management and Business Review, AMH International, vol. 9(6), pages 6-17.
    9. Eren Durmus Ozdemir & Saime Mecikoglu, 2016. "A Case Study on Performance Implications of Hybrid Strategy in Automotive Supplier Industry," International Business Research, Canadian Center of Science and Education, vol. 9(6), pages 31-43, June.
    10. Nick Zubanov & W.S. Siebert, 2009. "Management economics in a large UK retailer," CPB Discussion Paper 125, CPB Netherlands Bureau for Economic Policy Analysis.
    11. Harmancioglu, Nukhet & Grinstein, Amir & Goldman, Arieh, 2010. "Innovation and performance outcomes of market information collection efforts: The role of top management team involvement," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 33-43.
    12. Ahmet H. Kirca & William O. Bearden & G. Tomas M. Hult, 2011. "Forms of market orientation and firm performance: A complementary approach," AMS Review, Springer;Academy of Marketing Science, vol. 1(3), pages 145-153, December.
    13. İpek, İlayda & Bıçakcıoğlu-Peynirci, Nilay, 2020. "Export market orientation: An integrative review and directions for future research," International Business Review, Elsevier, vol. 29(4).
    14. Guilian Wang & Liyan Zhang & Jing Guo, 2022. "Driving Factors and Mechanisms of AMT Application Levels for Equipment Manufacturing Enterprises: Based on Programmatic Grounded Theory," Sustainability, MDPI, vol. 14(14), pages 1-18, July.
    15. Schul, Patrick L. & Davis, Peter S. & Hartline, Michael D., 1995. "Strategic adaptation to extended rivalry : Effects on organizational performance," Journal of Business Research, Elsevier, vol. 33(2), pages 129-142, June.
    16. Enrique Claver & Jose Molina & Juan Tari, 2003. "Strategic groups and firm performance: the case of Spanish house-building firms," Construction Management and Economics, Taylor & Francis Journals, vol. 21(4), pages 369-377.
    17. Annemarie Künn-Nelen & Andries de Grip & Didier Fouarge, 2013. "Is Part-Time Employment Beneficial for Firm Productivity?," ILR Review, Cornell University, ILR School, vol. 66(5), pages 1172-1191, October.
    18. Kwon-Soo Kim, 2019. "The Influence of Hotels High-Commitment HRM on Job Engagement of Employees: Mediating Effects of Workplace Happiness and Mental Health," Applied Research in Quality of Life, Springer;International Society for Quality-of-Life Studies, vol. 14(2), pages 507-525, April.
    19. Josep M. Argilés-Bosch & Josep Garcia-Blandón & Diego Ravenda & Mónica Martínez-Blasco, 2018. "An empirical analysis of the curvilinear relationship between slack and firm performance," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 29(3), pages 361-397, December.
    20. Jinhee Kwon & Cheong Kim & Kun Chang Lee, 2020. "Moderating Effect of the Continental Factor on the Business Strategy and M&A Performance in the Pharmaceutical Industry for Sustainable International Business," Sustainability, MDPI, vol. 12(12), pages 1-14, June.

    More about this item

    Keywords

    M5; M12; M31;
    All these keywords.

    JEL classification:

    • M5 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sjobre:v:60:y:2008:i:2:d:10.1007_bf03371731. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.