Implications of customer and entrepreneurial orientations for SME growth
By F. Eggers, Sascha Kraus, Mathew Hughes, Sean Laraway, Susan Snycerski. 2013
307 citations recorded by the source corpus.
Purpose – The aim of this paper is to empirically investigate how the business orientations of customer orientation (CO) (represented by responsiveness to customers) and entrepreneurial orientation (EO) (represented by proactiveness, innovativeness and risk‐taking) impact the growth of SMEs.Design/methodology/approach – This study uses a quantitative empirical approach, using structural equation modeling with the software package AMOS to analyze the results of 660 surveyed SMEs from Austria.Findings – This analysis reveals that EO is positively related to SME growth but CO shows a negative association with growth. Moreover, this analysis suggests that SMEs grow the most if they exhibit high EO and low CO.Research limitations/implications – This analysis shows that CO, interpreted as a purely responsive and reactive construct, cannot be considered a strategy that leads to sustainable SME growth. If an SME desires growth, EO is needed to fuel these growth aspirations. In spite of these findings however, thi...
Subfields: Economics and Econometrics, Management of Technology and Innovation, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/ea12ffad7d4b8680c443038663a3f30eb23a9184
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In Economics and Econometrics
Citations in the corpus
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