Title: Effect of just-in-time selling strategy on firms' performance in Jordan

Authors: Abbas Al-Refaie; Asem Thyabat

Addresses: Department of Industrial Engineering, The University of Jordan, Amman, 11942, Jordan ' Department of Industrial Engineering, The University of Jordan, Amman, 11942, Jordan

Abstract: This research investigates the effects of just-in-time selling (JITS) strategy on firms' performance. A structural model is proposed that consists of measures for JITS strategy, market orientation, transformational leadership, environment, and organisation performance. Data is collected from 117 Jordanian firms. Results indicate that effective JITS implementation leads to a dramatic improvement in firms' performance. Moreover, marketing orientation shows a direct and positive relationship with JITS. Further, transformational leadership is found the least influential factor on firms' performance. Furthermore, environment has shown a moderate effect on firms' performance. Finally, firms should support establishing effective customer relationship management (CRM) to support significant improvement in firms' performance. In conclusion, Jordanian firms have successfully adopted JITS strategy. However, firms should continually invest in improving their business capabilities.

Keywords: just-in-time selling; JITS; customer relationship management CRM; firm performance; structural equation modelling; SEM; Jordan; JIT selling strategy; market orientation; transformational leadership; business environment; organisational performance.

DOI: 10.1504/IJBPM.2015.066020

International Journal of Business Performance Management, 2015 Vol.16 No.1, pp.1 - 18

Received: 19 Aug 2013
Accepted: 21 May 2014

Published online: 07 Nov 2014 *

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