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首页> 外文期刊>International journal of production economics >How to calibrate conventional market-oriented organizational culture in 21st century production-centered firms? A customer relationship perspective
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How to calibrate conventional market-oriented organizational culture in 21st century production-centered firms? A customer relationship perspective

机译：如何在21世纪以生产为中心的公司中校准传统的以市场为导向的组织文化？客户关系角度

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摘要

This study explores how the organizational culture represented by conventional market orientation practices influences B2B relationship outcomes and financial returns for production-centered supplier firms. The market orientation practices of 187 large-sized production-centered supplier firms in the US. Midwest region are empirically studied using both combined approach and component-wise approach. The multiple regression analysis results confirm the positive effects of an overall market-oriented organizational culture on financial return in production-centered firms. However, a weak link between customer satisfaction and financial return reveals the unique challenge faced by production-centered firms. Our investigation on the three behavioral components of market orientation presents a previously undiscovered pattern for production-centered firms. Interfunctional coordination within a production-centered firm is not related to either customer satisfaction or financial return. Furthermore, interfunctional coordination lessens the positive impacts of customer orientation on customer satisfaction and financial return. Managerial implications on how to optimize market-oriented organizational culture for production-centered firms are discussed.
机译：这项研究探讨了以传统的市场导向实践为代表的组织文化如何影响以生产为中心的供应商公司的B2B关系结果和财务回报。美国187家以生产为中心的大型供应商公司的市场导向实践。使用组合方法和基于组件的方法对中西部地区进行了经验研究。多元回归分析结果证实了以市场为导向的整体组织文化对以生产为中心的公司的财务回报的积极影响。但是，客户满意度和财务回报之间的联系薄弱，揭示了以生产为中心的公司面临的独特挑战。我们对市场导向的三个行为组成部分的调查提出了以生产为中心的公司以前未被发现的模式。以生产为中心的公司内部的功能协调与客户满意度或财务回报均无关。此外，功能间的协调减少了以客户为导向对客户满意度和财务回报的积极影响。讨论了如何优化以生产为中心的公司的以市场为导向的组织文化的管理意义。

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