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Polyethnic market orientation and performance: A fast-moving consumer goods perspective

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The paper explores the market-oriented behaviour and performance consequences for firms operating in a market characterised by national heterogeneity. Through a case-study design, a posteriori propositions based on interview data from six multinational firms operating in a polyethnic market are developed. Findings indicate a positive relationship between the need for responsiveness and a market's polyethnicity with firms customising elements of their product strategy to ethnic segments or European consumers at large. Moreover, findings indicate that market-oriented firms that customise their product strategies to the cultural idiosyncrasies of the Greek market enjoy the highest market share among foreign consumers. As a result, the paper opens up a discussion on the performance implications of adopting a market-oriented approach in polyethnic markets, which are, increasingly, a feature of our globalised world.
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Keywords: Greece; fast-moving consumer goods firms; market orientation; performance; polyethnic markets

Document Type: Research Article

Affiliations: 1: University of Essex, UK 2: Buckinghamshire New University, UK

Publication date: 2012-05-01

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