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The market orientation literature focuses upon external stakeholders as the content or target of a market orientation strategy. This is problematic for understanding the successful implementation of a market orientation strategy because internal stakeholders provide the link between strategy‐makers and external stakeholder targets. Anchored in market orientation, dynamic capabilities, and stakeholder research, the study describes how internal stakeholders in a market orientation process can impede or encourage the achievement of market‐oriented objectives by a market‐oriented company. Focus groups were conducted with both management and non‐management employees of a large market‐oriented financial services organisation that recently introduced a market‐oriented agency call program. The extent to which the company is market‐oriented was determined through preliminary interviews with senior executives and distributor/customers. Results highlight: (1) program antecedents related to employee disposition and control; (2) potentially competing program objectives (relationship and knowledge acquisition); (3) issues of role conflict, time constraints; and (4) the need to confirm program value through feedback solicited from other stakeholders.

This paper discusses the recent development of a new undergraduate international business program at the University of Otago in New Zealand. Firstly, it describes the context of the initiative in terms of the New Zealand business environment, the university sector in New Zealand and recent global trends in international business education. Thereafter it outlines the four-stage design process adopted, the influence of internal and external considerations on program design, proposed mechanisms for evaluating and monitoring the new offering and, opportunities for future developments. Finally, it proposes a conceptual program design framework that provides guidelines for other academic institutions considering similar developments, or for tertiary institutions considering the redesign of extant international business offerings.

Several studies in the market orientation literature demonstrate a positive relationship between a market orientation and firm performance. However, the mechanisms of this relationship have yet to be explored in detail. This article addresses such a gap by proposing a conceptual model that links market orientation to wealth creation in firms. The model posits that a market orientation guides investment in market-based assets that may be deployed to create customer value. The realisation of customer value helps to both capture and retain customers. Quicker and more extensive market penetration, shorter sales cycles, and decreased marketing and sales costs enhance the cash flow of a market-oriented firm. This may be recognised in higher valuations, which ultimately translate into higher share prices and wealth creation for the owners of the firm. This model is used to describe the creation of value in the Major Business Division of BT, a large information technology service company. Recent success in this D...

Intranets are a recent development in groupware technology based on the same open format as the Internet. The literature on computer aided communication suggests that groupware can facilitate information sharing and inter-functional co-ordination within firms. Inter-functional co-ordination is a significant component of a market orientation and is associated with marketing performance. This paper reports the results of a survey of Intranet adoption by New Zealand firms, and the effect of Intranets on inter-functional co-ordination. The level of Intranet adoption is shown to be moderate (38% of responding firms) and independent of characteristics such as company resources or objectives. The presence of an Intranet is not significantly associated with the level of inter-functional co-ordination. There is, however, evidence of a learning curve, indicating that companies begin to experience co-ordination benefits from an Intranet after one year or more.

Strategic cooperation has grown in frequency and complexity as firms seek new ways of coping with globalized competition, shorter product life cycles, and economic uncertainty. This paper contributes to our understanding of the strategic alliance phenomenon by describing the regional and sectoral patterns of alliances between information technology (IT) firms in the United States. Models of the motivation for alliances are reviewed. These suggest alliances occur to access the 'four comrnerstone' resources of (1) new or extra-regional markets, (2) production, (3) lower operating costs, and/or (4) technical innovations. It is argued that strategic alliances provide a geographically and organizationally flexible means to access these cornerstones, allowing firms to locate in regionally specialized clusters, while accessing resources in other regions with little geographic constraint. This idea is tested using a database of 5,815 alliances in the IT sector that occurred between 1990 and 1993. A log-linear model of alliance activity shows that the frequency of alliance activity is explained by the regional clustering of firms that specialize in particular technologies, and the form of alliance. These results support the notion that alliances help firms overcome geographic constraints by accessing 'cornerstone' resources.

This paper reports the results of a survey of anglers and hunters who engage in their sport at or near irrigation reservoirs, canals, and associated wetlands in Southern Alberta. Extensive irrigation infrastructure creates aquatic and wetland habitats that increase sporting opportunities in this region. Information collected by a survey of fishing and hunting enthusiasts is used to estimate the frequency with which these habitat areas are used by anglers and hunters. The annual expenditures and net economic benefits experienced by these users are also estimated. The results of this survey increase understanding of the recreational use of irrigation development, and can aid the planning, design, and management of irrigation infrastructure so that it benefits multiple users.

This paper provides an estimate of the direct economic benefits of the use of recreation sites on irrigation reservoirs. There are approximately 89 reservoirs in Southern Alberta, of which about one quarter have developed recreation sites. Recreationists were interviewed at these sites during the summer of 1992. Information collected during these interviews is used to derive a contingent value estimate of daily willingness to pay and annual consumers’ surplus. Information about the use of irrigation infrastructure for recreation, and the value that people place on this opportunity, is important for the planning, development, and management of reservoirs to meet the growing demand for water based recreation opportunities.

This paper reports on a survey of the export behavior of small Canadian manufacturing firms. An analysis of tables (ANOTA) model is used to describe the relationship between export performance and market characteristics. The export transactions of these firms are also examined using ANOTA and latent class analysis. The relationship between export experience and geographic diversification predicted by stages of development models is confirmed. In addition, two types of export transactions are identified: (1) active exports that help firms reach a market of sufficient size and (2) passive exports in response to demand from foreign customers.

Climate research has warned that potential climatic warming may have a serious impact on arid regions with major developments in irrigation agriculture. The impact would be felt in two ways: warmer temperatures would add to the potential crop water use, and runoff volumes would be lower because of greater evapotranspiration potential by crops and natural vegetation. This study evaluates potential changes in streamflow temporal and volumetric characteristics under various climatic warming scenarios. Generalized regression equations relating mean annual temperature, precipitation, and runoff data for arid areas are used to predict climate change impacts on annual water supplies. Two methods are examined here in an attempt to improve these estimates. First, a statistical analysis of data for short time steps is applied to precipitation and temperature data. The relationships developed are used to estimate changes for three warming scenarios. A probability distribution for runoff under each scenario is develo...

McNAUGHTON R. B. (1990) The performance of venture-backed Canadian firms, 1980–1987, Reg. Studies 24, 109–121. Venture capitalists invest in firms that have the potential to achieve a superior rate of growth and hence a superior rate of return. These venture-backed companies create new economic activity as a result of their success. They generate revenues, employ people, pay taxes, invest in research and development, export their goods and services, and generate surplus capital that can be reinvested. The thesis of this paper is that the investment procedures of institutional venture capitalists provide a selection of firms with above average financial performance. An empirical description of the financial characteristics and growth of venture-backed firms, and an estimate of their economic impact, is based on a survey of firms that received funds from members of the Association of Canadian Venture Capital Companies (ACVCC) between 1980 and 1987. McNAUGHTON R. B. (1990) La performance des entrep-rises can...

MCNAUGHTON R. B. and GREEN M. B. (1989) Spatial patterns of Canadian venture capital investment, Reg. Studies 23, 9–18. This paper explores the spatial pattern of Canadian venture capital investment. Surveys of both venture capital investors and their portfolio firms provide new insights into this rapidly expanding industry. Venture capital investors are shown to be highly concentrated, and regionally biased in their portfolio selections. Log-linear analysis demonstrates a significant regional variation in the industrial sector characteristics of portfolio firms. The pattern of Canadian venture capital investment is interpreted as the aggregate result of the efforts of venture capitalists to minimize uncertainty, and reduce the inherent risk of their ventures. Prospects for continuing research are discussed. MCNAUGHTON R. B. et GREEN M. B. (1989) La distribution geographique du capital risque canadien, Reg. Studies 23, 9–18. Cet article examine la distribution geographique du capital risque canadien. Des ...