eCite Digital Repository

Examining the marketing planning–marketing capability interface and customer-centric performance in SMEs


O'Cass, A and Ngo, LV and Siahtiri, V, Examining the marketing planning-marketing capability interface and customer-centric performance in SMEs, Journal of Strategic Marketing, 20, (6) pp. 463-481. ISSN 0965-254X (2012) [Refereed Article]

Copyright Statement

Copyright 2012 Taylor & Francis

DOI: doi:10.1080/0965254X.2012.707675


Managers face a constant challenge to develop specific capabilities thatwill assist themto deploy resources which provide positional advantages in an effort to achieve superior financial or customer performance. To address mechanisms to provide solutions for these challenges, this study examines the relationships between marketing planning capability, marketing mix implementation capability, market orientation(MO) and customer-centric performance. The contention is raised and supported that firm resource–capability co-alignment drives towards superiority in customer-centric performance. The results of a survey of senior executives from firms in Australia show that marketing planning capability and MO improve marketing implementation capability, which in turn fosters customer-centric performance (customer attraction and customer retention). In particular, while MO and marketing planning capability do impact marketing mix implementation capability, marketing planning capability does so more significantly than MO. The contribution of this study is in examining marketing across three main domains: marketing as culture; strategy; and tactics in SMEs in Australia.

Item Details

Item Type:Refereed Article
Keywords:marketing capability, marketing planning, customer-centric performance, resource-based view, market orientation
Research Division:Commerce, Management, Tourism and Services
Research Group:Tourism
Research Field:Tourist behaviour and visitor experience
Objective Division:Economic Framework
Objective Group:Management and productivity
Objective Field:Marketing
UTAS Author:O'Cass, A (Professor Aron O'Cass)
UTAS Author:Siahtiri, V (Ms Vida Siahtiri)
ID Code:81575
Year Published:2012
Deposited By:Management
Deposited On:2012-12-14
Last Modified:2021-07-06

Repository Staff Only: item control page