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The world wide web in modern marketing's contribution to organisational performance

Adam, Stewart, Vocino, Andrea and Bednall, David 2009, The world wide web in modern marketing's contribution to organisational performance, Marketing intelligence & planning, vol. 27, no. 1, pp. 7-24.

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Title The world wide web in modern marketing's contribution to organisational performance
Author(s) Adam, Stewart
Vocino, Andrea
Bednall, David
Journal name Marketing intelligence & planning
Volume number 27
Issue number 1
Start page 7
End page 24
Total pages 18
Publisher MCB University Press
Place of publication Bradford, England
Publication date 2009
ISSN 0263-4503
1758-8049
Keyword(s) marketing
organizational performance
online operations
electronic commerce
Australia
Summary Purpose – The purpose of this paper is to provide a better understanding of the antecedents of organisational performance (OP), both financial and marketing, and the influence of holding a strategic market orientation (MO) where customer-base volatility is taken into account.

Design/methodology/approach – A sample of 167 marketing organisations in Australia was surveyed to test the hypothesised model. Structural equation modelling was employed in the data analysis.

Findings – Use of the world wide web (Web) reported by organisations in this study indicates that there is still separate use of the Web and that it has yet to be fully integrated into the marketing strategy of many organisations. The study finds that traditional marketing effort mediates the relationship between holding a MO and OP in terms of financial indicators.

Research limitations/implications – A major limitation of this study is that it surveys organisations from many industries rather than selected industries. This tends to mask some of the possible outcomes.

Practical implications – The findings in this study suggest that traditional and online elements of marketing effort each mediate the influence of holding a MO on OP, but differently. Innovation culture is found to influence both marketing practice and marketing performance, directly. A single measure of environmental turbulence – customer-base turbulence or churn – negatively affects marketing performance, and ultimately financial performance.

Originality/value – A major contribution of this study is the examination of use of the Web in marketing effort and how this usage influences financial and marketing performance.
Notes Reproduced with the specific permission of the copyright owner.
Language eng
Field of Research 150503 Marketing Management (incl Strategy and Customer Relations)
Socio Economic Objective 910403 Marketing
HERDC Research category C1 Refereed article in a scholarly journal
HERDC collection year 2009
Copyright notice ©2009, Emerald Group Publishing
Persistent URL http://hdl.handle.net/10536/DRO/DU:30016666

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Created: Fri, 10 Jul 2009, 15:07:07 EST by Lee-Ann Stones