Aghazadeh, H. (2008). Designing an applied model which demonstrates the
relationship between market orientation and performance of commercial
banks. PhD dissertation, University of Tehran, Faculty of Management.
Avlonitis, G.J. & Gounaris, S.P. (1997). Marketing orientation and company
performance: industrial vs. consumer goods companies. Industrial Marketing
Management, 26(5): 385-402.
Burns, N. & Grove S.K. (2005). The Practice of Nursing Research: Conduct,
Critique & Utilization. Nursing Science Quarterly, 18(4): 365-366.
Cavanagh, S. (1997). Content analysis: concepts, methods and applications. Nurse
Researcher, 4(3): 5-16.
Day, G.S. (1994). The capabilities of market-driven organizations. Journal of
Marketing, 58 (4): 37–52.
Deshpandè, R., Farley, J.U., Webster Jr., F.E., (1993). Corporate culture, customer
orientation, and innovativeness in Japanese firms: a quadrad analysis.
Journal of Marketing, 57 (1): 23–27.
Dobni, C. B. & Luffman, G. (2003). Determining the scope and impact of market
orientation profiles on strategy implementation and performance. Strategic
Management Journal, 24(6): 577-585.
Elg, U. (2007). Market orientation processes in retailing: a cross-national study.
European Journal of Marketing, 41(5/6): 568-589.
Elo, S. & Kyngäs, H. (2008). The qualitative content analysis process. Journal of
advanced nursing, 62(1): 107-115.
Franke, G.R. & Park, J.E. (2006). Salesperson adaptive selling behavior and
customer orientation: a meta-analysis. Journal of Marketing Research 43(4):
Gounaris, S.P. Vassilikopoulou, A. & Chatzipanagiotou, K.C. (2010). Internalmarket
orientation: a misconceived aspect of marketing theory. European
Journal of Marketing, 44 (11/12): 1667-1699.
Grove, S., LaForge M., Knowles P. & Stone L. (1992). Improving Sales Call
Reporting for Better Management Decisions. The Journal of Consumer
Marketing, 9(4): 65-72.
Hall, C. A. L. & Hall, M. L. L. (1990). Interactive human resource management and
strategic planning. Praeger Publisher, USA.
Harris, L. C. & Piercy, N. (1999). Management behaviour and barriers to market
orientation in retailing companies. The Journal of Service Marketing, 13 (2):
113 – 131.
Harris, L. C., & Ogbonna, E. (2001). Strategic human resource management, market
orientation, and organizational performance. Journal of Business
Research, 51(2), 157-166.
Hernández-Espallardo, M., Arcas-Lario, N. & Marcos-Matás, G. (2013). Farmers'
satisfaction and intention to continue membership in agricultural marketing
co-operatives: neoclassical versus transaction cost considerations. European
Review of Agricultural Economics, 40(2): 239-260.
Homburg, C., Müller, M. & Klarmann, M. (2011). When should the customer really
be king? On the optimum level of salesperson customer orientation in sales
encounters. Journal of Marketing, 75(2): 55-74.
Homburg, C., Wieseke, J. & Bornemann, T. (2009). Implementing the marketing
concept at the employee-customer interface: the role of customer need
knowledge. Journal of Marketing, 73(4): 64-81.
Hughes, T. (2001). Market orientation and the response of UK financial services
companies to changes in market conditions as a result of e-commerce.
International Journal of Bank Marketing, 19(6), 222-232.
Hunter, G.K. & Perreault Jr. W.D. (2006). Sales Technology Orientation,
Information Effectiveness, and Sales Performance. Journal of Personal
Selling & Sales Management, 26 (2): 95-113.
Jaworski, B.J. & Kohli, A.K. (1993). Market orientation: antecedents and
consequences. The Journal of marketing 57(3) 53-70.
Jordan, R., Zidda, P. & Lockshin, L. (2007). Behind the Australian wine industry's
success: does environment matter? International Journal of Wine Business
Research, 19(1): 14-32.
Kirca, A.H., Jayachandran, S. & Bearden, W.O. (2005). Market orientation: a metaanalytic
review and assessment of its antecedents and impact on
performance. Journal of marketing, 69(2): 24-41.
Kohli, A. K. & Jaworski, B.J. (1990). Market orientation: the construct, research
propositions, and managerial implications. The Journal of Marketing, 54(2):
Kolar, T. (2006). Benchmarking market orientation of banks in transitional markets:
exploring a modified approach. International journal of bank marketing,
Kotler, P., Brown, L., Adam, S. & Armstrong, G. (2001). Marketing. Sydney,
Australia: Pearson Education Australia.
Lings, I.N. & Greenley, G.E. (2010). Internal market orientation and marketoriented
behaviors. Journal of Service Management, 21(3): 321-343.
Liu, A. H. & Leach, M.P. (2001). Developing Loyal Customers with a Value-
Adding Sales Force: Examining Customer Satisfaction and the Perceived
Credibility of Consultative Salespeople. Journal of Personal Selling and
Sales Management, 21(2): 147-156.
Mahmoud, M. A., Kastner, A. N. A., & Akyea, K. S. (2011). Market orientation as a
competitive tool: empirical evidence from ‘quartile one’banks in Ghana.
Journal of Financial Services Marketing, 16(3): 316-334.
Mavondo, F.T., Chimhanzi, J., Stewart, J. (2005). Learning orientation and
marketing orientation relationship with innovation, human resource practices
and performance. European Journal of Marketing, 39 (11–12): 1235–1263.
Menguc, B. & Auh, S. (2006). Creating a firm-level dynamic capability through
capitalizing on market orientation and innovativeness. Journal of the
Academy of Marketing Science, 34(1): 63-73.
Morgan, R.E., Katsikeas, C.S., Appiah-Adu, K., (1998). Market orientation and
organizational learning capabilities. Journal of Marketing Management
Narver, J. C. & Slater, S. F. (1990). The effect of a market orientation on business
profitability. The Journal of Marketing, 54(4):20-35.
Normann, R. (1984), Service Management: Strategy and Leadership in Service
Opoku, R. A., & Essien, V. B. (2011). Employee perceptions of market orientation
in the banking industry: A case from a developing country. Journal of
Financial Services Marketing, 16(2), 139-152.
Opoku, R. A., Atuobi-Yiadom, N., Chong, C. S. & Abratt, R. (2009). The impact of
internal marketing on the perception of service quality in retail banking: A
Ghanaian case. Journal of Financial Services Marketing, 13(4): 317-329.
Palmatier, R.W., Scheer, L.K. & Steenkamp, EM.J.B. (2007). Customer Loyalty to
Whom? Managingthe Benefits and Risks of Salesperson-Owned Loyalty.
Journalof Marketing Research, 44 (2): 185–99.
Pelham, A.M., Wilson, D.T. (1996). A longitudinal study of the impact of market
structure, firm structure, strategy, and market orientation culture on
dimensions of small-firm performance. Journal of the Academy of Marketing
Science, 24 (1): 27-43.
Pulendran, S., Speed, R. & Widing, L.R.E. (2000). The antecedents and
consequences of market orientation in Australia. Australian Journal of
Management, 25 (2): 119 – 144.
Ruekert, R.W. (1992). Developing a market orientation: an organizational strategy
perspective. International Journal of Research in Marketing, 9(3): 225–245.
Schneider, B. & Bowen, D. E. (1985). Employee and customer perceptions of
service in banks: Replication and extension. Journal of applied Psychology,
Shore, L. A. & Shaw, R. (2012, May). A conceptual model of the role of marketing
employees in marketing performance. In International business trends
contemporary readings 2004 Edition (pp. 217-225). Academy of Business
Sinkula, J.M. (1994). Market information processing and organizational learning.
The Journal of Marketing, 58 (1): 35-45.
Slater, S. F. & Olson, E. M. (2001). Marketing's contribution to the implementation
of business strategy: an empirical analysis. Strategic Management Journal,
Tuominen, M., Piippo, P., Ichimura, T., & Matsumoto, Y. (1999). An analysis of
innovation management systems' characteristics. International Journal of
Production Economics, 60, 135-143.
Van Dolen, W., Lemmink, J., De Ruyter, K. & De Jong, A. (2002). Customer-sales
employee encounters: a dyadic perspective. Journal of Retailing, 78(4): 265-
Verhoef, P. C. & Leeflang, P. S. (2009). Understanding the marketing department's
influence within the firm. Journal of Marketing, 73(2): 14-37.
Wilson, J. M. & Hunt, C. S. (2011). The Impact of Sales Engineers on Salesperson
Effectiveness. Journal of Marketing Development and Competitiveness, 5(2):
Wright, P. M. & McMahan, G. C. (1992). Theoretical perspectives for strategic
human resource management. Journal of management, 18(2): 295-320.