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Exploring the Role of Product Development Capability for Transforming Marketing Intelligence into Firm Performance
Journal of Business-to-Business Marketing  (IF2.293),  Pub Date : 2020-01-02, DOI: 10.1080/1051712x.2020.1713562
Roland Helm, Stephanie Krinner, Herbert Endres

ABSTRACT Purpose: This study examines the role of product development capability for transforming marketing intelligence activities into firm performance on industrial markets. Methodology/Approach: The authors apply structural equation modeling to analyze survey data from 342 industrial manufacturing companies. Findings: Results reveal that sales integration and holistic macroeconomic view are particularly important features of the marketing intelligence capability on industrial markets to gain additional insights in order to develop products successfully. Results also reveal that product development capability transforms the marketing intelligence activities into firm performance on industrial markets. Research Implications: This study offers new insights on marketing theory by extending and concretizing the concept of market orientation to a broader concept of the marketing intelligence capability for industrial markets. Further, this research reveals that the product development capability serves as a mediator to business performance. Practical Implications: This study’s systematic and tangible outline of the dimensions of marketing intelligence and its link to the product development capability helps firms to better understand how to capitalize on market orientation’s potential values. Originality/Value/Contribution: This research (a) reveals the relevant dimensions of marketing intelligence on industrial markets and (b) shows how the product development capability tranforms marketing intelligence activities into firm performance on industrial markets.