Title: Managerial traits, market orientation and organisational performance: an empirical examination in a Middle Eastern context

Authors: Shahid N. Bhuian; Hamed M. Shamma; Maha Mourad; Ahmed H. Tolba

Addresses: Department of Management and Marketing, College of Business and Economics, Qatar University, P.O. Box 2713, Doha, Qatar ' Department of Management, School of Business, The American University in Cairo, New Cairo Campus, AUC Avenue, P. O. Box 74, New Cairo 11835, Egypt ' Department of Management, School of Business, The American University in Cairo, New Cairo Campus, AUC Avenue, P. O. Box 74, New Cairo 11835, Egypt ' Department of Management, School of Business, The American University in Cairo, New Cairo Campus, AUC Avenue, P. O. Box 74, New Cairo 11835, Egypt

Abstract: The purpose of this study is to empirically examine the role of managerial traits (need for achievement, tolerance for ambiguity, conformity, and individualism) in advancing market orientation and in turn business performance. The sample of the study consisted of 262 bank branch managers in Jordan. Structural equation modelling was used to analyse the data and test the hypotheses. Results supported all five hypotheses. Specifically, need for achievement, tolerance for ambiguity, conformity and individualism are all positively and significantly related to market orientation. This study provides evidence that managerial traits may be effective enablers of market orientation and in turn of firm performance. Firms could recruit, select and train managers with certain traits when they are in pursuit of market orientation. Even though numerous studies considered structure, process, system, behaviour, competence, leadership, and context as enhancers of market orientation, not much attention has been given to the plausible effects of psychological traits of managers on market orientation. By testing four important managerial traits, the study advances the literature on predictors of market orientation.

Keywords: market orientation; managerial traits; firm performance; organisational performance; Middle East; Jordan; structural equation modelling; SEM; achievement; ambiguity; conformity; individualism; psychological traits.

DOI: 10.1504/IJEBR.2013.054841

International Journal of Economics and Business Research, 2013 Vol.6 No.1, pp.52 - 68

Received: 08 May 2021
Accepted: 12 May 2021

Published online: 09 Jun 2013 *

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