Title:
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Moderating effects of market orientation on the performance of small and medium scale enterprises (SMEs) in Nigeria
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This dissertation investigates the moderating effects of market orientation application on
performance among SMEs in Nigeria. It examines the most pertinent factors and
dimensions emerging from a review of previous related work. This provides a base for
the study to examine the dimensions and antecedents of market orientation, the effects on
SMEs operations, and importantly, on market offerings and customer satisfaction under
the government economic/market reforms in the economy. Market orientation focuses on,
and entrenches the use of market intelligence and information to determine market
offerings to meet customer satisfaction. MARKOR scale, the dominant methodology for
measuring market orientation, emphasises application of intelligence generation,
intelligence dissemination and responsiveness among firms to meet and improve
customer satisfaction in operations.
The research is important in that it provides an holistic overview of MARKOR scale
application by examining the implication and effects of the dimensions in the light of
SMEs operations in a developing economy like Nigeria. Importantly, the study examines
market orientation implementation with reference to ongoing economic and market
reforms in the economy.
The underlying research approach used was quantitative technique. This was employed to
give adequate interpretation and meaning to the causal relationships that exist among
variables as they interacted in the operations and decision processes. This resulted in
development and testing of hypotheses and application of relevant statistical instruments
that are appropriate for the study. The hypotheses were related to the dimensions of
market orientation and other themes that the study covered. The use of SPSS 10.1 was
employed for data analysis, and application of Cronbach alpha for reliability and internal
consistency of data. A total sample of 234 respondents was drawn from specific states
across the six geo-political zones of the economy. The statutory definition of SMEs
guided the sampling process. As a part of method/data triangulation procedure, the qualitative technique was also employed to give adequate information and meaning to
analysis and finding.
The main finding of the research was a mixture of confirmation of existing findings on
market orientation application in businesses, and new developments in relation to the
operation of SMEs in Nigerian economy. The new developments were found in terms of
the effects on performance (financial and non-financial categories), responsiveness and
managerial representation, internal management, reward systems and effects under
economic reforms. For example, the cross-functional and multi functional of staff to
strengthen market oriented behaviours, and higher consumer representation or
information among SMEs.
By and large, the study shows the applicability of market orientation and the usage of
MARKOR scale among SMEs in Nigerian economy; hence, they provide a basis to
understand developments in the market and areas of improvement to enrich customer
satisfaction.
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