José Carlos Pinho

The relationship between resource dependence and market orientation

Purpose – This article sets out to examine the market orientation construct within the context of the non‐profit sector. Given the specificity of non‐profit organisations and the increasingly demanding resource environments in which these organisations operate, the adoption of the concept of marketing is viewed as an adaptive strategy for ensuring that organisations receive the necessary resources for accomplishing their missions and carrying out their activities. In line with this, the present article aims to investigate the extent to which the type of revenue strategy is related to the organisations market orientation, towards donors and/or users.Design/methodology/approach – Drawing from a resource dependence conceptual framework, the article reports findings from a quantitative study of a representative sample of Portuguese non‐profit organisations (NPOs). This approach was complemented by qualitative research methods. Combining these two approaches has given access to different levels of reality and...

TQM and performance in small medium enterprises

Purpose – The purpose of this paper is to analyse the importance of developing a quality management approach as a way to enhance the bottom line results of small and medium sized enterprises (SMEs). The main goal is to examine the synergistic relationships between TQM, performance, consumer orientation and innovation.Design/methodology/approach – A structural equation modelling using a single‐indicator analysis corrected for measurement error is used to test a number of antecedents of SME performance.Findings – The findings reveal that the most relevant TQM components impacting on SME performance and consumer orientation are measuring results, quality assurance systems, top‐manager training programmes and leadership initiatives. Results also confirm both the impact of innovation on performance as well as that of consumer orientation on innovation. Furthermore, no statistical evidence was found to either confirm the effect of TQM on innovation, or that of consumer orientation on performance.Research limita...

The impact of ownership

Purpose – This paper aims to analyse the growing body of literature on small and medium‐sized enterprise (SME) internationalisation by considering a set of propositions regarding the drivers and inhibitors of an entry mode decision.Design/methodology/approach – Following a quantitative methodological approach, a survey was applied to a sample of SMEs to empirically test the proposed conceptual model. Logistic regression analysis was used to analyse the data.Findings – Results from the study revealed the importance of the firms international experience, its ability to innovate, the market potential for growth and market‐specific knowledge as key predictors for choosing an equity‐entry mode. SMEs are rather flexible in nature and tend to perform activities with low‐cost structures, thereby minimising the relevance of the perceived risk associated with the host country.Practical implications – Empirical findings are relevant as they may assist SME managers to make financially sound entry mode choices, which...

The Benefits and Barriers Associated with the Use of the Internet Within the Non-Profit Sector

ABSTRACT In the last few decades, advances in new information technologies in general and the adoption of the Internet in particular have attracted the attention of many academics and practitioners alike. Much of current research, however, is focused on for-profit organizations, and less emphasis has been placed on other organizational contexts, such as the non-profit sector. The purpose of this article is to analyze the attitude of NPO managers towards the Internet, the extent to which non-profit organizations are adopting this information technology and the perceived benefits and obstacles associated with its use. A sample of three hundred and ninety two non-profit organizations in Portugal was examined. The statistical analysis indicated that the existence of a favorable attitude towards the Internet was positively correlated with the perception of Internet benefit dimensions. Conversely, the study found no empirical evidence linking perceived Internet benefits with the various NPO fields of activity. The article concludes with a series of limitations and implications for both theory and practice.

From Social to Marketing Interactions: The Role of Social Networks

The purpose of this article is to analyze the impact of social interactions on marketing interactions within social networks (SN). We propose and test a structural model of relationships embracing the following constructs: Social Relationships, Trust, Information Disclosure, Word of Mouth (WOM) and Attitude toward Advertising. Data were gathered through the application of a structured questionnaire to a sample of 150 university students. The results validate the proposed model and support five out of seven hypotheses. The findings evidence that Social Relationships are significant predictors of Information Disclosure, WOM and Attitude toward Advertising. Similarly, Trust acts as a predictor of Information Disclosure and WOM. Overall, social interactions have a positive and significant impact on marketing interactions.

The role of corporate culture, market orientation and organisational commitment in organisational performance

Purpose – The purpose of this paper is to propose a conceptual framework that explores the relationships among the following constructs: corporate/organisational culture, market orientation, organisational commitment and organisational performance in non-profit organisations. Design/methodology/approach – In line with previous studies in the field, a quantitative research design was adopted. The data collection was performed through a mail survey of a sample of Portuguese non-profit organisations operating in the area of health. Structural equation modelling was used as a means to analyse the hypothesised relationships. Findings – Results have shown that organisational culture impacts on organisational performance. Concerning the market orientation consequences, the study results suggest that higher levels of market orientation result in both high levels of organisational commitment and organisational performance. Results also suggest that organisational commitment does not affect performance in a very si...

The impact of internal and external market orientation on performance in local public organisations

Purpose – This study aims to build on and extend the literature of market orientation by examining the impact of sub‐dimensions of both internal and external market orientation on financial and non‐financial performance in the local public sector context.Design/methodology/approach – In line with previous studies on market orientation, a quantitative research design was adopted. The data collection was performed through a mail survey of a sample of local Portuguese public organisations (municipality executive board members). Structural equation modelling was used as a means to analyse the hypothesised relationships.Findings – Six out of 12 hypotheses are supported. Concerning the sub‐components of external market orientation, the study finds that the dissemination and responsiveness of external information impacts strongly on non‐financial performance. In turn, external information generation and responsiveness impacts positively on financial performance. With respect to internal market orientation, resul...

Examining the antecedents and consequences of online satisfaction within the public sector

Purpose – The purpose of this paper is to analyse the antecedents and consequences of online satisfaction within the context of e‐government, which increasingly play an important role in modern public administrative management. Specifically, this paper examines the taxation services offered through the web‐based electronic declaration system.Design/methodology/approach – Following a quantitative methodological approach, a survey was applied to a sample of 351 certified accountants to empirically test the conceptual model. Structural equation modelling was used to test the conceptual model.Findings – The results of this empirical study validate four out of five hypotheses. It was found that convenience is an important antecedent of both satisfaction and online service quality. Additionally, findings suggest that both the degree of satisfaction and online service quality impacts on the intention of using the taxation website. Overall, results indicate that most of the relationships examined in the private s...

Social capital and dynamic capabilities in international performance of SMEs

Purpose – The major goals of this paper are twofold: first, it aims to explore the link between social capital (structural, relational and cognitive) and the exploitative and explorative capabilities; second, to examine the influence of exploitative and explorative capabilities on international performance.Design/methodology/approach – This paper is conceptual in nature and relies on a conceptual model that builds on and synthesizes the theoretical foundations of social capital (structural, relational and cognitive), dynamic capabilities and international performance.Findings – A useful framework for further research in the social network field and dynamic capabilities is presented. In order to build new dynamic capabilities to cope with turbulent and unpredictable markets, small to medium‐sized enterprises (SMEs) need to leverage their network relationships that provide access to novel sources of information. These dynamic capabilities may in turn positively influence international performance.Practical ...

The impact of online SERVQUAL dimensions on certified accountant satisfaction

Purpose – The purpose of this paper is to test the adequacy of SERVQUAL within the context of public online services, more specifically those provided by the Department of Taxation through its web‐based electronic declaration system.Design/methodology/approach – Following a quantitative methodological approach, a survey was applied to a sample of 351 certified accountants to empirically test the conceptual model. A first order confirmatory factor analysis was used to test the validity of different SERVQUAL online dimensions while multiple regression analysis was used to test the proposed hypotheses.Findings – Overall, the study finds that Certified Accountants revealed a low perceived quality with regard to empathy and responsiveness. Instead, tangibility, reliability and security were the SERVQUAL dimensions which were favourably evaluated by Certified Accountants. The study also revealed that empathy, tangibility and convenience were those dimensions that better contributed towards satisfaction.Practica...