Developing and validating a scale for entrepreneurial marketing orientations: EMICO framework and its impact on business performance in startups

PurposeAlthough marketing is essential for a firm’s survival and growth, a set of entrepreneurial strategic orientations may help it gain a competitive advantage. Entrepreneurial marketing (EM) is critical for growing businesses to succeed in today's fast-paced industry. The present study aims...

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Bibliographic Details
Published in:Journal of organizational change management 2024-09, Vol.37 (7), p.1655-1687
Main Authors: Yadav, Anshita, Paul, Justin, Bansal, Sanchita, Talan, Amogh
Format: Article
Language:English
Subjects:
Business growth
Competitive advantage
Entrepreneurs
Entrepreneurship
Financial performance
Innovations
Market orientation
Marketing
Small business
Startups
Value creation
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Summary:PurposeAlthough marketing is essential for a firm’s survival and growth, a set of entrepreneurial strategic orientations may help it gain a competitive advantage. Entrepreneurial marketing (EM) is critical for growing businesses to succeed in today's fast-paced industry. The present study aims to measure the role of EM on the business performance (BP) of Indian startups.Design/methodology/approachFor this purpose, a thorough literature review was conducted to develop a scale from the proposed conceptual framework – EMICO by Jones and Rowley (2009b). To assess the reliability and validity of the scale (62 items), the data are analyzed by employing partial least square-structural equation modeling (PLS-SEM).FindingsThe scale is empirically tested, and the results lead to discussions. The results show the positive impact of entrepreneurial orientation (EO), marketing orientation (MO), innovation orientation (IO) and customer orientation (CO) on the BP of the startups. The paper concludes by suggesting managerial and practical implications, also providing future research agenda.Originality/valueOur objective is to address the existing dearth of comprehensive scales for evaluating EM by undertaking a rigorous statistical approach. Notably, our research represents the pioneering effort in adopting the EMICO framework and subsequently formulating and empirically validating a robust scale specifically tailored for nascent or small-scale startups within the Indian context.
ISSN:0953-4814
1758-7816
DOI:10.1108/JOCM-11-2023-0461