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Research Article

Market Orientation and Performance

Lee, Haksik · Kim, Yeong · Lee, Yonggi

Published: January 1998 · Vol. 27, No. 1 · pp. 157-184
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Abstract

Since the importance of market orientation as an implementation strategy for the marketing concept was raised in the early 1990s, numerous studies have sought to identify the causal relationship between market orientation and performance. However, very few studies have investigated which variables mediate the relationship between market orientation and performance. This study proposes that employee satisfaction, customer satisfaction, and corporate image mediate this relationship. To test this proposition, a structural model and several hypotheses concerning these relationships were developed. Based on data collected from 171 Korean firms (business units), the structural model was analyzed using LISREL 8.12. The analytical results are summarized as follows. First, as the degree of market orientation increased, (1) employee satisfaction, (2) customer satisfaction, and (3) corporate image improved. Second, as customer satisfaction improved, performance increased. Finally, higher levels of employee satisfaction led to improved customer satisfaction, which in turn influenced corporate image. In conclusion, marketing implications and suggestions for future research were presented.