Management behavior and barriers to market orientation in retailing companies

Lloyd C. Harris, Nigel F. Piercy

Research output: Contribution to journalArticlepeer-review


Marketing writing has long argued the value to services companies of developing “market orientation”. However, the existence of organizational barriers to the development of market orientation in services businesses has been neglected. The findings of research in food retailing companies suggests associations between several important aspects of management behavior and successfully developing market orientation. These findings are of particular interest in enhancing the understanding of the problems faced in developing market orientation in retail businesses, but also of general interest to the services marketing reader. A series of conclusions and implications of this research for services marketing are presented.

Original languageEnglish
Pages (from-to)113-131
Number of pages19
JournalJournal of Services Marketing
Issue number2
Publication statusPublished - 1 Apr 1999


  • Barriers
  • Management styles
  • Market orientation
  • Marketing strategy
  • Retail trade


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