The intent of this survey is to research the relationship between two important schemes invention and market orientation, a house could follow for the sustainable competitory advantage. By analyzing the three factors of market orientation and three types of invention, this paper seek to place the cardinal factor of market orientation that are antecedent factors of invention schemes of the house. Correlation analysis was undertaken on informations from a study of 170 fabrication houses in the commercial hub of Pakistan, Karachi Industrial country. A ego administered study was carried out and information was obtained from the top direction of the houses, who are involved in major organisational schemes with regard to selling and invention. Invention was found to be positively correlated to market orientation ( client orientation, rival orientation and inter-functional co-ordination ) . These findings farther suggest that house invention and house market orientation are strategic reactions to alterations in the house ‘s competitory environment and hence should take to higher house ‘s public presentation.

Keywords: Invention, Market orientation, corporate scheme, Small-to-medium-sized endeavors, Pakistan SMEs, Manufacturing Sector.


The current concern environment of the universe presents many challenges to organisations to find whether they meet the challenges and develop schemes to prolong their place in the competitory environment. Reacting to the external factors and follow products/services and selling schemes is hence important for an organisation to warrant their strong place in the market place ( Alam, 2009 ; Kotler et Al, 2006 )

Small and moderate-sized endeavors ( SMEs ) represent a big, diverse and of import sector in both advanced market economic systems and economic systems in passage. UNIDO studies that SMEs make up over 90 per cent of concerns world-wide and history for between 50 to 60 per centum of world-wide employment ( UNIDO, 2002 ) .

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Pelham ( 2000 ) argued that it is peculiarly necessary for SMEs in industrial constitutions and export-oriented sector in developing or emerging states to cognize which scheme would be effectual under these planetary concern environments? Peter Drucker answered this inquiry far back in 1954, “ that there is merely one valid definition of concern intent and that is to make a client ” . It is the client who determines what concern an organisation should prosecute in. As the intent of the concern is to make clients, any house has merely two and merely two basic maps ; selling and invention ( Schiffman et al, 2005 ) .

Consistent with the statement of Drucker ( 1954 ) to last and win in the context of a planetary and competitory concern environment, companies need to cognize their clients and the markets. They should be actively involved in a regular watercourse of inventions ( Martin & A ; Terbulaunche, 2003 ) . In this paper, an effort has been made to analyze the relationship of market orientation and invention schemes of the SMEs in garments/textile sector of Pakistan to precisely cognize the behaviour of the two critical schemes and their deductions.

Research Motivation

Narver and Slater ( 1990 ) found the positive relationship between market orientation and concern profitableness in large houses, and consistent with the same context, Jaworski and Kohli ( 1993 ) documented the empirical grounds of positive relationship between market orientation and house public presentation in big houses. Similarly, some recent surveies besides reported a positive and important relationship between market orientation and house public presentation ( Keskin, 2006 ; Calantone, Cavusgil & A ; Zhao 2002 ) . However, comparatively less attending has been paid to this relationship between market orientation and invention, as the selling literature has merely late begun to admit the function of invention in the context of market orientation ( O’Dwyer, Gilmore & A ; Carson, 2009 ; Jones at al. , 2008 ; Low et al. , 2007 ) . This survey hence, focused on market orientation and its relationship with invention schemes in SMEs

Conceptual Framework – Literature reappraisal

Market Orientation

While there has been some distinction in the literature on the usage of marketing orientation versus market orientation, ab initio the term selling orientation was adopted to mention to the execution of the selling construct as defined by McCarthy and Perreault ( 1991 ) . The traditional accent of marketing orientation was client oriented, concentrating on consumer demands and doing net incomes by making client satisfaction ( Kotler et al, 2006 ) . Market orientation, on the other manus, is a more late utilised term for establishing the selling construct. A basic set of definition of construct ( research design elements ) for this survey is discussed and derived from Narver and Slater ( 1990 ) , Slater and Narver ( 1994 ) . Narver and Slater ( 1990 ) emphasized that market orientation is the organisational civilization that most efficaciously creates the necessary behaviours for the creative activity of superior value for purchasers ( client ) and therefore, uninterrupted superior public presentation for the concern. This doctrine fundamentally is an execution of selling construct, making superior value to clients through three combined behaviours ; client orientation, competition orientation and interfunctional coordination.

Customer Orientation: a set of organisational activities which ensue to larn and understand about the consumer behaviour and able to increase the benefits to the mark clients in response to consumer altering demands and fulfill their demands ( Jaworski & A ; Kohli, 1993 ; Narver & A ; Slater, 1990 ) .

Competitor Orientation: a set of organisational activities and behaviours to understand the short term every bit good as long term strengths and failings of the bing and possible rivals ( Day & A ; Wensley 1988 ; Porter 1985 ) . This behaviour of the organisation should, hence, concentrate on to development of capacity to better perform than the rivals to guarantee that mark clients ‘ current and future demands are met and satisfied ( Lukas & A ; Ferrell 2000 ; Narver & A ; Slater 1990 ) .

Interfunctional Coordination: is the set of activities and behaviour that relies upon the mutuality of each functional country in the organisation to guarantee that the steadfast resources ( human and soldierly ) are utilized in such a manner to make value and benefits to the clients or purchasers ( Porter, 1985 ) . This behaviour besides emphasizes that organisation broad scheme should be developed to circulate information about market and clients among all the employees and sections in the house, which will ensue in developing better scheme to response to all market information and hence, efficaciously aim the market through supplying value and benefits to clients.


Weerawardena and O’Cass ( 2004 ) defined invention as “ application of thoughts that are new to the house to make added value, either straight for the endeavor or indirectly for the clients, irrespective of whether the newness and the added value are embodied in merchandises, procedures, work organisation or direction, or marketing systems ” .

This survey focuses on the invention that is more related to fabrication houses, and hence, the development of merchandise invention complemented by scheme and procedure invention is considered of import inventions activities in fabrication houses, peculiarly in the fabric sector. Innovation in fabricating sectors can be better understood by the three dimensions proposed by Henard and Szymanski ( 2001 ) ; merchandise invention, scheme invention and procedure invention.

First, the invention construct has often been researched from a merchandise invention position. This can be separated into voluntary merchandise invention and obligatory merchandise invention. Following those of Tornatzky and Fleischer ( 1990 ) , voluntary inventions are promoted and disseminated by the company itself, whilst obligatory inventions are imposed by legal, competitory, and environmental forces, and they do non ever run into with blessing from the different collectives within the company. An illustration of this would be the demand to reexamine the composing or packaging of merchandises for legal grounds when they are being introduced in new states or in domestic markets.

Second, scheme invention has been studied in-depth and two attacks can be identified, that are extremist scheme inventions and incremental scheme inventions ( Tornatzky & A ; Fleischer, 1990 ; Hax, 1989 ) . The former is existent alterations for the organisation and required important alterations in concern pattern, while incremental inventions may be carried out with minimal alteration, committedness and hazard, keeping the same scheme. Extremist inventions are the least safe as they imply a greater proportion of experimentations, and synergistic job work outing that requires greater flexibleness and a higher acquisition curve from the organisation ‘s proprietors and directors. Incremental inventions are safer and connote a larger per centum of planning and executing, therefore necessitating greater efficiency and apprehension.

Third, there is process invention. The difference is that if merchandise invention is what we create, and scheme invention is what we should make to make it, process invention reflects what we have been available to make that. In summing up, procedure inventions include among other facets, issues associating to new accomplishments and abilities, a greater concern for market orientation and the development of interdepartmental communicating ( Henard & A ; Szymanski, 2001 ) . Normally process invention leads merchandises and scheme invention, given that what we create ( merchandise invention ) is the consequence of what we “ make ” to make it ( scheme invention ) and of what we “ have ” to make to make it ( process invention ) .

Market Orientation and Innovation

Traditionally, market orientation literature has identified positive relationships between market orientation and innovation-related facets. Kohli and Jaworski ( 1990 ) , DeshpandeA? et Al. ( 1993 ) and Slater and Narver ( 1994 ) suggested that market oriented behavior consequences in a higher grade of invention, and hence of success in the commercialisation of new merchandises.

Hurley and Hult ( 1998 ) and Jones et al. , ( 2008 ) recommend the inclusion of invention in the construct of market orientation and indicated that market orientation and invention complement each other. In line with Jaworski and Kohli ( 1993 ) ‘s conceptual model of market orientation, they pointed out that market orientation has to make perfectly with new and different action programs in order to react to market conditions. Similarly, Han et al. , ( 1998 ) , Lado, Martinez, & A ; Maydeu-Olivares ( 1998 ) obtained similar consequences. Han et al. , ( 1998 ) conclude that both planetary market orientation and its different constituents have a positive and important consequence on technological and administrative inventions.

In bend, these inventions affect company profitableness positively. Lado et al. , ( 1998 ) besides showed through empirical observation that the degree of market orientation has a positive consequence on invention in the fiscal sector. They besides observed that the greater the company ‘s market orientation, the higher the ratio of new merchandises in comparing to its rivals. However, they added that although no direct consequence on the profitableness of inventions is observed, the company receives more media impact because of its grade of engagement in merchandise invention.

A recent survey by Lukas and Ferrell ( 2000 ) , analysis the relationship between market orientation and one of the constituents of invention ; merchandise invention. The survey concentrates on American industry and shows how merchandise invention varies proportionately with the company ‘s engagement in market orientation. They observed that client orientation increases the commercialisation of new merchandises, rival orientation reduces the launching of extensions to a merchandise and new merchandise lines, and interfunctional coordination increases the commercialisation of extensions to merchandise lines.

Table 1 shows some of the recent surveies that point to a positive relationship between markets orientation and invention.

Table 1: Positive Relationship surveies between Market Orientation and Innovation

Effectss Writers

New merchandise Atuahene-Gima ( 1995, 1996 ) ; Lukas and Ferrell ( 2000 )

Inventions Santos and VaA?zquez ( 1997 ) ; Han et Al. ( 1998 ) ; Hurley and Hult ( 1998 ) ; Lado et Al. ( 1998 )

Beginning: Alam ( 2009 )

In decision, and based on Lado and Maydeu-Olivares ‘s ( 2001 ) and Henard and Szymanski ( 2001 ) recent surveies, market orientation influences and precede invention, and as a consequence companies who is more market-oriented show a greater advanced genius. The above findings revealed positive direct relationship between house public presentation and market orientation, positive relationship between invention and market orientation, and a positive nexus between invention and house public presentation in big organisations.


Does market orientation in SMEs of Pakistan thrust invention? The influences and consequence or association of market orientation concepts on invention have been recognized to be important. Hurley and Hult ( 1998 ) made a recommendation for integrating to build related to invention into research on market orientation. Kohli and Jawroski ( 1990 ) viewed market orientation as uninterrupted advanced behaviour because market orientation involves advanced schemes and activities in response to alterations in client demands, peculiarly and market alterations in general. However, Jawroski and Kohli ( 1993 ) ‘s theoretical account of market orientation did non include the concept of invention in their survey.

Since market orientation of the house focuses on the three of import behaviour of the organisation, peculiarly to client orientation, it is argued that houses tend to affect in invention activities to react to the client demands through merchandise or service invention, offering more values and benefits to client. Therefore, the undermentioned hypothesis is proposed:

Hypothesis: Three factors of market orientation ( client orientation, rival orientation and interfunctational coordination of SMEs has important association with three types of Innovation ( merchandise invention, procedure invention and scheme invention ) .

Research Methods

The research design was a cross-sectional, field based survey of 170 little and moderate-sized maker of fabrics and garments concern in the metropolis of Karachi. A field study method with structured questionnaire was developed and conducted to garner the primary informations from the textile/garment houses in little and average sized sector. This survey used three chief study instruments of market orientation, invention, and house profile.

In using the market-orientation construct to SMEs, the instrument was based upon the elements of Narver and Slater ( 1990 ) , which view market-orientation as cultural and behavioural procedures and the activities associated with making and fulfilling clients by continually measuring their demands and wants to increase concern public presentation. Market orientation instrument is the original revised version of Narver and Slater ( 1990 ) concern study questionnaire. Fourteen original points were intended to mensurate little and average sized owner/managers ‘ degree of market orientation. The points were borrowed and modified from the original work of Narver and Slater ( 1990 ) . These points were rated on a five-point Likert type graduated table.

To mensurate house ‘s invention, a pool of points was included based on a graduated table proposed by Henard and Szymanski ( 2001 ) . These writers synthesize the invention concept by utilizing 24 points, distributed in four sub-scales, viz. ; invention in merchandises, invention in procedures, and invention in scheme.

In Table 1, alpha tonss of all variables with completed response of 170 owner/ directors of little and average sized houses in Pakistan are given. The dimensions of market orientation and invention were computed and presented as summated mean mark steps for that specific variable.

Table 1: Dependability Mark of the Construct used in this survey ( N=170 )


No. of


Cronbach ‘s

Alpha Tonss

Customer orientation



Competitor Orientation



Interfunctional Coordination



Merchandise invention



Procedure invention



Strategy invention




Consequences of Hypothesiss

Hypothesis: three constituents of Market orientation of SMEs has important association with the three types of invention.

Hypothesiss of this survey examined the association and the nature of relationship among three constituents of market orientation and the three dimensions or types of invention schemes in the SME textile/garments sector in Pakistan. Competitor orientation ( COMPORIENT ) , client orientation ( CUSTORIENT ) and interfunctional coordination ( INTERCOORD ) are all positively associated with the three types of invention merchandise invention ( PRODUCT INNOVATION ) , scheme invention ( STRATEGY INNOVATION ) and process invention ( PROCESS INNOVATION ) .

Table 2: Hypotheses- Correlations analysis ( N= 170 )

Market Orientation-Innovations
















** Correlation is important at the 0.01 degree ( 2-tailed )

Analysis of the informations resulted from the Pearson correlativity analysis ( Table 2 ) , indicates that hypothesis, client orientation has important association with merchandise invention ( PRODUCT INNOVATION ) , scheme invention ( STRATEGY INNOVATION ) , and procedure invention ( PROCESS INNOVATION ) . The correlativity statistics reveals that the strength of association of client orientation is reasonably high and positive with merchandise invention ( R=.567 ) . However the strength of association is found high and positive with scheme invention ( R=.686 ) every bit good as with the procedure invention ( R=.644 ) . Therefore, client orientation and its strength of association with merchandise, scheme and procedure inventions are high and positive. This indicates that in the SME fabric sector, client orientation has a comparatively stronger relationship with the three types of invention in the house.

In contrast, rival orientation in hypothesis, despite exposing important positive association with the three types of invention, the strength of association is little or low, yet definite between rival orientation and merchandise invention ( R=.335 ) . However, rival orientation has moderate and important association with the other two types of invention, procedure invention ( R=.427 ) and scheme inventions ( R=.534 ) .

While, rival orientation on the other manus studies a significantly positive and moderate association with merchandise invention ( R=.494 ) , with scheme invention ( R=.531 ) and with process invention ( R=.554 ) . Therefore hypotheses 3 ( a, B, degree Celsius ) are besides supported.

Discussion and decision

There are many old surveies bespeaking that market orientation and invention adopted in the houses had a confirmed positive relationship, and market orientation besides influenced invention activities in the fabrication and service houses ( Lukas & A ; Ferrell, 2000 ; Harryson, 1997 ) . This survey besides hypothesized that there were important association between the three behavioural constituents of marker orientation and the three inventions schemes in little and average sized textile/garments fabricating houses. To analyze the relationship, correlativity matrix result indicated that three constituents of market orientation, that is, client orientation, rival orientation and interfunctional coordination had important and positive associations with the three types of inventions schemes in the textile/garments fabricating SMEs. However, the consequence besides indicated that rival orientation had comparatively low but definite association with merchandise invention and significantly moderate association with the scheme and procedure invention. In contrast to competitor orientation, interfunctional and client orientation correlativity statistics revealed that both of these market orientation constituents had significantly high association with all the three invention schemes in the fabric fabrication SMEs. These consequences of correlativity hence signified that the addition of market orientation behaviour leads to higher degree of inventions in the SMEs. To find which constituent of the market orientation had significantly consequence in footings of doing variableness onto overall degree of invention pattern, it was practical to make the arrested development analysis to uncover the relationship between the variables, and to look into which market orientation concept significantly estimated discrepancy on house ‘s invention activities.

Harmonizing to these statistics, client orientation and interfunctional coordination are two of the of import internal resources or capableness a house must develop to profit their clients through series of invention schemes. Product invention is recognized as one of the most realistic response against client orientation. Firms with greater degree of market orientation would surely present competent capablenesss ( process invention ) to develop new schemes ( scheme invention ) and to make new merchandises ( merchandise invention ) . Peter Drucker ( 1954 ) argued that if the houses need to be more competitory in a comparatively competitory environment, they have to be more client oriented, have detailed position of the market every bit good as being advanced. Since the present concern environment is going more complex and more planetary oriented, it is hence important for a concern in SME fabrication sector in developing economic systems, to prosecute in more inventions to avoid failure and sustain competitory advantage.


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