(The Effect of Market Orientation and Marketing Capabilities on Marketing Performance of the Businesses, A Research on ISO 1000 Companies)

Abstract

Purpose – The aim of the study is to determine the effects of market orientation and marketing capabilities on the overall and individual marketing performance indicators, Design/methodology/approach – The research model developed in this scope is tested on the list of businesses which is prepared by ISO, Turkey's Top 500 Largest Industrial Organizations and Turkey's Second 500 Largest Industrial Organizations lists. The data were analyzed by using SPSS 20 package program. Findings – The findings of the analyzes show that the components of the market orientation approach positively affect all relative marketing performance indicators. Functional capabilities and social media use capabilities affect all relative marketing performance indicators and human capital capabilities only have a significant impact on relative customer satisfaction. Departmental structure capabilities affected all relative marketing performance indicators negatively. Discussion – When the components that constitute the market orientation approach, such as customer orientation, competitiveness, interfunctional coordination, are considered together, it has been determined that the statistically significant contribution is provided by the interfunctional coordination component in explaining marketing performance indicators. This can be interpreted as the interfonctional coordination component becomes more important in the effect of market orientation on performance. The positive contribution of functional capabilities to marketing performance indicators has been determined and there is a strong correlation between these capabilities. This indicates the interdependence of these capabilities. Identifying the positive impact of social media use on performance points to the benefit of using social media in traditional marketing activities. The findings obtained from the capabilities of human capital indicate that the information background and experiences of the managers do not make a significant contribution to the relative market efficiency and profitability. The fact that department structure capabilities negatively affect all marketing performance indicators discussed in the study emphasizes the importance of the marketing department's power and effectiveness in the organization.