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Achieving market orientation through cross-functional intergration
National University of Costa Rica, Heredia, Costa Rica.
Federal University of Uberlândia, Uberlândia, MG, Brazil.
University of Gävle, Faculty of Engineering and Sustainable Development, Department of Industrial Management, Industrial Design and Mechanical Engineering, Industrial Management. University of Gävle, Center for Logistics and Innovative Production. Jönköping University, Jönköping, Sweden.
Jönköping University, Jönköping, Sweden.
2019 (English)In: Operations and Supply Chain Management, ISSN 1979-3561, Vol. 12, no 3, p. 175-185Article in journal (Refereed) Published
Abstract [en]

The purpose of this study is to understand how cross-functional integration contributes to the market orientation of a company that strives to increase market responsiveness. A case study in the Brazilian beverages industry was conducted and empirical data was collected through fourteen in-depth interviews from various functions within the company. The findings indicate that cross-functional integration enables the company to achieve market orientation through two main processes: product launch and customer complaints. Cross-functional integration enables a company to disseminate knowledge about organizational dynamics at both departmental and individual levels, to generate interdependency, to improve the awareness about the internal needs, and to improve the internal knowledge about the customer. This study shows that practitioners need to establish cross-functional integration, as it contributes to the market orientation of a company. Internal knowledge enables practitioners to create value through products and services, while still preserving the corporate image. It also shows that cross-functional teams and meetings are necessary to achieve market orientation in a company.

Place, publisher, year, edition, pages
OCSM , 2019. Vol. 12, no 3, p. 175-185
Keywords [en]
co-ordination, knowledge management, market orientation, interactions
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:hig:diva-30926DOI: 10.31387/oscm0380241ISI: 000478656900006Scopus ID: 2-s2.0-85074446923OAI: oai:DiVA.org:hig-30926DiVA, id: diva2:1369441
Available from: 2019-11-12 Created: 2019-11-12 Last updated: 2019-11-25Bibliographically approved

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Hilletofth, Per

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CiteExportLink to record
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Citation style
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  • sv-SE
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  • Other locale
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Output format
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