Commerce and Management

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Subject: search.filters.subject.Market Orientation

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    How do Market Orientation and Learning Orientation Impact on Born Global Firm Performance? The Synergistic Effect
    (Faculty of Commerce and Management Studies, University of Kelaniya., 2021) Herath, H. M. T. S.
    The purpose of this study was to examine how Market Orientation (MO) and Learning Orientation (LO) influence the international performance of born global firms and to enrich the existing literature with empirical evidence from an emerging country context, Sri Lanka, yet an inclusive research area. The findings of the study were analyzed using 225 ICT export entrepreneurs in Sri Lanka, and the hypotheses were tested using structural equation modeling. The findings reveal that MO and LO significantly influence the international performance of born global firms, and further, it found that LO mediates the MO-Performance relationship, confirming the synergistic effect. The paper then discusses the managerial implications of the findings of the study.
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    Market Orientation, Innovativeness and Performance in E-Learning Programme of Sri Lankan Universities
    (University of Kelaniya, 2015) Vaikunthavasan, S.; Samarakoon, S.M.A.K.
    The purpose of the study is to explore the market orientation, innovativeness and performance of the government Universities in Sri Lanka. Sri Lankan Universities were the unit of analysis. Data for this study were collected from the faculty heads or coordinators of Higher education programmmes in government Universities in Sri Lanka. Convenient sampling method was adopted, structured questionnaires were issued directly and sent through the mail to collect data and one hundred and fourteen respondents were gathered in this study. The MARKOR was used to measure the Market Orientation. Correlation and regression analysis were used in order to identify the association among market Orientation, innovativeness and performance. Three market orientation measures included intelligence generation; intelligence dissemination and responsiveness to intelligence were used to investigate their relationships with Innovativeness and performance. All three measures were found to be statistically significant and positively related to the Innovativeness and performance of the course programmes Universities in Sri Lanka. Based on the studies, the Universities were suggested to follow proper market oriented strategy in higher education system, it will lead to optimum performance achievement.
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    A Study on Sales Performance of Liquefied Petroleum Gas Dealers in Sri Lanka
    (Faculty of Commerce and Management Studies, University of Kelaniya, 2015) Ubayachandra, E.G.; Cooray, N.H.K.
    This study is an empirical investigation into the extent to which LPG dealers are market oriented and the degree of their sales performance. For the convenience of analysis, study was restricted to seven provinces namely Central, North Central, Eastern, Southern, Western, Sabaragamuwa and Uva Provinces. With the aid of nonrandom convenience judgment sampling technique which helped to get sample on comparable basis 198 LPG dealers were selected. For collecting data, 198 questionnaires which were received back without rejection were administered among the selected respondents. In reviewing the scores obtained by LPG dealers over five year time period ranging from 2004 to 2008 it seems that the scores obtained by LPG dealers above 100% and between 100%- 80% are less than marks scored between 80%-70% and below 60% as revealed by the annual dealer scorecard evaluation process, 2004-2008. Further it was noted from preliminary data survey that customer expectation has not been satisfactorily fulfilled by the LPG dealers. (A.C. Nelson’s Report, 2008). Thus, the central problem of this study was why such poor situation has taken place in this sector? The key objective of this study was to examine the extent to which LPG dealers are market oriented. Specific objectives were to identify the marketing practices of dealers to retain existing customers, to identify the endeavor made by the LPG dealers to attract new customers, to identify how often LPG dealers share customer feed-back and competitor information with staff and to provide a better set of suggestions to get LPG dealer market oriented and to get their sales performance higher. Consistent with these objectives research questions were raised. They are; what is the degree of market orientation? What is the attempt made to retain existing customers? What is the endeavor made to attract new customers? How often do LPG dealers share customer feed-back and disseminate competitor information with staff? In addition to descriptive statistical tools which were used to present data, correlation analysis was employed to test the respective hypotheses. For more clarification SPSS computing software version was associated. Based on the results of discussion it was able to make a conclusion that intelligence collection, intelligent dissemination and response to intelligence highly affect the sales performance subject to the moderation made by market orientation.