Uncovering institutional orientation as a new strategic orientation in industrial marketing

Chaney, D; Carrillat, FA; Zouari, A

Uncovering institutional orientation as a new strategic orientation in industrial marketing

Chaney, D Carrillat, FA

Zouari, A

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Publication Type:: Journal Article
Citation:: Industrial Marketing Management, 2019, 80 pp. 242 - 250
Issue Date:: 2019-07-01

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Field	Value	Language
dc.contributor.author	Chaney, D	en_US
dc.contributor.author	Carrillat, FA https://orcid.org/0000-0001-6188-1372	en_US
dc.contributor.author	Zouari, A	en_US
dc.date.available	2018-07-28	en_US
dc.date.issued	2019-07-01	en_US
dc.identifier.citation	Industrial Marketing Management, 2019, 80 pp. 242 - 250	en_US
dc.identifier.issn	0019-8501	en_US
dc.identifier.uri	http://hdl.handle.net/10453/139151
dc.description.abstract	© 2018 Elsevier Inc. The environment of industrial markets is highly institutionalized, and research has documented different types of institutional work conducted by firms. However, the way in which individuals within organizations perceive and conduct such work is not well-understood. In this paper, we adopt the “inhabited institutions” approach to study how business-to-business managers experience the institutional work conducted by their companies as a strategic orientation. In-depth interviews with 34 managers reveal that institutional orientation is composed of three dimensions: the key institutional customers concept, institutional embeddedness, and market legitimacy. In addition, our study uncovers the relationships among these dimensions. The article concludes with the theoretical implications of the research as well as with a discussion regarding how a culture of institutional work, i.e., institutional orientation, can be instrumental in enhancing the performance of BtoB firms.	en_US
dc.relation.ispartof	Industrial Marketing Management	en_US
dc.relation.isbasedon	10.1016/j.indmarman.2018.07.011	en_US
dc.rights	info:eu-repo/semantics/closedAccess
dc.subject.classification	Marketing	en_US
dc.title	Uncovering institutional orientation as a new strategic orientation in industrial marketing	en_US
dc.type	Journal Article
utslib.citation.volume	80	en_US
utslib.for	1503 Business and Management	en_US
utslib.for	1505 Marketing	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	closed_access	*
pubs.publication-status	Published	en_US
pubs.volume	80	en_US

Abstract:

© 2018 Elsevier Inc. The environment of industrial markets is highly institutionalized, and research has documented different types of institutional work conducted by firms. However, the way in which individuals within organizations perceive and conduct such work is not well-understood. In this paper, we adopt the “inhabited institutions” approach to study how business-to-business managers experience the institutional work conducted by their companies as a strategic orientation. In-depth interviews with 34 managers reveal that institutional orientation is composed of three dimensions: the key institutional customers concept, institutional embeddedness, and market legitimacy. In addition, our study uncovers the relationships among these dimensions. The article concludes with the theoretical implications of the research as well as with a discussion regarding how a culture of institutional work, i.e., institutional orientation, can be instrumental in enhancing the performance of BtoB firms.

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http://hdl.handle.net/10453/139151