title: Customer orientation of B2B firms in emerging markets: Evidence from Russia
metadata.name: dc.contributor.author
metadata.value: Gulakova, Olga V.
metadata.lang: -
metadata.name: dc.contributor.author
metadata.value: Rebiazinа, Vera A.
metadata.lang: -
metadata.name: dc.contributor.author
metadata.value: Smirnova, Maria M.
metadata.lang: -
metadata.name: dc.date.accessioned
metadata.value: 2019-06-27T14:32:02Z
metadata.lang: -
metadata.name: dc.date.available
metadata.value: 2019-06-27T14:32:02Z
metadata.lang: -
metadata.name: dc.date.issued
metadata.value: 2019-03
metadata.lang: -
metadata.name: dc.identifier.citation
metadata.value: Gulakova O. V., Rebiazinа V. A., Smirnova M. M. Customer orientation of B2B firms in emerging markets: Evidence from Russia. Russian Management Journal 17 (1): 71–96.
metadata.lang: en_GB
metadata.name: dc.identifier.other
metadata.value: https://doi.org/10.21638/spbu18.2019.104
metadata.lang: -
metadata.name: dc.identifier.uri
metadata.value: http://hdl.handle.net/11701/15804
metadata.lang: -
metadata.name: dc.description.abstract
metadata.value: While the field of customer orientation (CO) has been studied extensively since the 1990s, there have hardly been any attempts to review the concept with consideration of the specifics of B2B markets, especially in the context of the emerging economy. This paper explores the specifics of B2B firms’ CO on the example of Russia’s emerging economy. The empirical survey of 272 Russian B2B firms represents the platform for applying well-established CO measurement tools as an integrated complex measure. The results of factor analysis identify a critically important aspect of CO, which helps to differentiate the customer oriented firms from those with “declared” CO. The study indicates a need to revisit well-established marketing concepts and their measurement approaches in B2B markets on the example of CO in Russia.
metadata.lang: en_GB
metadata.name: dc.language.iso
metadata.value: en
metadata.lang: en_GB
metadata.name: dc.publisher
metadata.value: St Petersburg State University
metadata.lang: en_GB
metadata.name: dc.relation.ispartofseries
metadata.value: Russian Management Journal;Volume 17; Issue 1
metadata.lang: -
metadata.name: dc.subject
metadata.value: customer orientation
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: B2B
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: emerging markets
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: Russia
metadata.lang: en_GB
metadata.name: dc.title
metadata.value: Customer orientation of B2B firms in emerging markets: Evidence from Russia
metadata.lang: en_GB
metadata.name: dc.type
metadata.value: Article
metadata.lang: en_GB
resources.filename: 4347-Текст статьи-9867-1-10-20190423.pdf
resources.url: https://dspace.spbu.ru/bitstream/11701/15804/1/4347-%d0%a2%d0%b5%d0%ba%d1%81%d1%82%20%d1%81%d1%82%d0%b0%d1%82%d1%8c%d0%b8-9867-1-10-20190423.pdf
resources.format: Adobe PDF
resources.size: 223,2 kB