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Market-driving strategy and personnel attributes: Top management versus middle management

Market-driving strategy and personnel attributes: Top management versus middle management

Stathakopoulos, Vlasis, Kottikas, Konstantinos G., Theodorakis, Ioannis G. and Kottika, Efthymia (2018) Market-driving strategy and personnel attributes: Top management versus middle management. Journal of Business Research. ISSN 0148-2963 (doi:https://doi.org/10.1016/j.jbusres.2018.09.020)

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Abstract

This study focuses on the role that personnel attributes play during the implementation of a market-driving strategy, a topic that has heretofore received limited academic attention. Contrary to the traditional reactive market-driven approach, the proactive market-driving approach pertains to influencing the market structure and/or the market players’ behavior in a direction that enhances the firm’s competitive posture. Using a qualitative research design, it is empirically demonstrated for the first time that specific characteristics of the top management (i.e., open-minded policy, strong vision, strategic human resource management, transformational leadership, prediction skills and insightfulness, fostering creativity), as well as certain traits of middle-level employees (i.e., open-minded policy, transformational leadership, creativity, expertise, intrapreneurship, commitment, flexibility) are of central importance to the market-driving concept. Relevant research propositions are formulated and their respective implications are discussed.

Item Type: Article
Uncontrolled Keywords: market-driving strategy, market orientation, personnel attributes, top management, middle-level employees
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Faculty / Department / Research Group: Faculty of Business
Faculty of Business > Department of Marketing, Events & Tourism
Last Modified: 12 Jun 2019 13:00
Selected for GREAT 2016: None
Selected for GREAT 2017: None
Selected for GREAT 2018: None
Selected for GREAT 2019: GREAT 1
URI: http://gala.gre.ac.uk/id/eprint/22036

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