Online citations, reference lists, and bibliographies.
← Back to Search

Intelligence Generation And Superior Customer Value

Stanley F. Slater, John C. Narver
Published 2000 · Business

Cite This
Download PDF
Analyze on Scholarcy
Share
It has become conventional wisdom that an organization's ability to continuously generate intelligence about customers' expressed and latent needs, and about how to satisfy those needs, is essential for it to continuously create superior customer value. However, intelligence generation typically has been treated as a generic firm activity. The authors propose that there are four distinct modes of intelligence generation, each of which is part of a welldeveloped intelligence-generation capability. The article reports the results of an exploratory study that supports this proposition.
This paper references
Is your strategic alliance really a sale
D. Ernst (1995)
10.2307/1252120
Market Orientation and the Learning Organization
Stanley F. Slater (1995)
10.1016/S0007-6813(97)90037-9
Strategy-based performance measurement
Stanley F. Slater (1997)
10.1177/002224299806200303
Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination
R. F. Hurley (1998)
Empowering Service Employees
D. Bowen (1995)
10.2307/41165965
New Product Team Learning: Developing and Profiting from Your Knowledge Capital
G. Lynn (1998)
10.1177/002224379503200307
Organizational Market Information Processes: Cultural Antecedents and New Product Outcomes
C. Moorman (1995)
10.1177/002224299405800404
The Capabilities of Market-Driven Organizations
G. S. Day (1994)
Building a learning organization.
D. Garvin (1993)
10.1016/B978-0-7506-9850-4.50009-9
Managing professional intellect: making the most of the best.
J. B. Quinn (1996)
10.2307/41165841
Marketing and Discontinuous Innovation: The Probe and Learn Process
G. Lynn (1996)
10.1108/eb025496
The Fifth Discipline
P. Senge (1990)
10.1002/(SICI)1097-0266(199810)19:10<1001::AID-SMJ996>3.0.CO;2-4
Customer‐led and market‐oriented: let's not confuse the two
Stanley F. Slater (1998)
10.1287/MNSC.32.7.791
Lead users: a source of novel product concepts
E. Hippel (1986)
10.1177/002224299105500401
Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset
R. Glazer (1991)
10.1177/0092070397254003
A framework for market-based organizational learning: Linking values, knowledge, and behavior
James M. Sinkula (1997)
Research that reinvents the corporation
J. Brown (1991)
10.1287/ORSC.2.1.88
Organizational Learning: The Contributing Processes and the Literatures
G. Huber (1991)
10.1080/08956308.1995.11674306
Trusting Outsiders to Do Your Research: How Does Industry Learn to Do It?
A. MacLachlan (1995)
10.2307/1251854
Market orientation: Antecedents and consequences
Bernard J. Jaworski (1993)
LEARNING FROM CUSTOMER DEFECTIONS
F. Reichheld (1996)
10.1108/pr.2000.29.1.115.1
Intellectual Capital: The New Wealth of Organizations
T. A. Stewart (1997)
Corporate imagination and expeditionary marketing.
G. Hamel (1991)
10.1177/002224299005400403
The Effect of a Market Orientation on Business Profitability
John C. Narver (1989)
10.2307/41167422
How Sustainable is Your Competitive Advantage?
J. Williams (1992)
10.1177/002224299205600405
A Model of Marketing Knowledge use within Firms
A. Menon (1992)
10.2307/1271199
The Balanced Scorecard
Eric R. Ziegel (1998)
10.2307/1251866
Market orientation: The construct, research propositions, and managerial implications.
A. Kohli (1990)
10.1016/B978-0-7506-7111-8.50004-4
Understanding Organizations as Learning Systems
Edwin C. Nevis (1995)
10.5005/jrfhha-2-2-133
Competing for the Future
G. Hamel (1994)
Competing on capabilities: the new rules of corporate strategy.
G. Stalk (1992)
10.1177/002224298805200201
Assessing Advantage: A Framework for Diagnosing Competitive Superiority
G. Day (1988)
10.1177/002224298905300306
The Experience Curve Doctrine Reconsidered
W. W. Alberts (1989)
The customer visit : an emerging practice in business-to-business marketing
E. McQuarrie (1992)
10.5465/AMR.1996.9602161568
Clarifying the Entrepreneurial Orientation Construct and Linking It To Performance
G. Lumpkin (1996)
10.1002/SMJ.4250120908
Competition for competence and interpartner learning within international strategic alliances
G. Hamel (1991)
10.1016/b978-0-7506-7009-8.50016-1
The Knowledge-Creating Company: How
I. Nonaka (1995)
10.2307/2393988
Interorganizational Collaboration and the Locus of Innovation: Networks of Learning in Biotechnology.
W. Powell (1996)
10.1177/002224299405800103
Market Information Processing and Organizational Learning
James M. Sinkula (1994)
10.1016/0737-6782(95)00027-Q
An exploratory analysis of the impact of market orientation on new product performance a contingency approach
K. Atuahene-Gima (1995)
10.2307/41165764
Continuous Learning about Markets
G. Day (1994)
10.1177/002224299405800104
Does Competitive Environment Moderate the Market Orientation-Performance Relationship?
Stanley F. Slater (1994)



This paper is referenced by
Wartość dla klienta w rachunkowości zarządczej
Monika Łada (2009)
Understanding market orientation in Victorian schools
Daniel N. Arifin (2016)
10.1016/J.INDMARMAN.2006.04.006
Building competences for new customer value creation: An exploratory study
L. Berghman (2006)
10.1108/10610420410538050
The relationships among perceived quality, perceived risk and perceived product value
B. Snoj (2004)
Churn Prediction using Sequential Activity Patterns in an On-Demand Music Streaming Service
Filip Stojanovski (2017)
CRM and Market learning for Brand Equity
Mir Ijtiba Younis (2016)
INTERAÇÃO COM CLIENTES NO DESENVOLVIMENTO DE NOVOS PRODUTOS SOB A PERSPECTIVA DA COPRODUÇÃO E DA COCRIAÇÃO DE VALOR: UMA ANÁLISE DE SEU EFEITO SOBRE DESEMPENHO
Luciano Tatsch Hoeltz (2013)
The importance of perceived value in evaluating hotel guest satisfaction: the case of Slovenia.
A. P. Korda (2009)
The Impact of IT Capability on Employee Capability, Customer Value, Customer Satisfaction, and Business Performance
Ho-Chang Chae (2009)
10.1016/S0022-4359(00)00043-9
Supply chain management in a networked economy
M. Levy (2000)
Understanding the hidden value of business intelligence and analytics (BI&A) Research-in-Progress
Tiago Oliveira (2014)
10.19026/AJFST.11.2395
Toward an IT-enabled Business Model for Perishable Food Transportation
S. Wang (2016)
New Media in Higher Education and Values for Students on Emerging Markets
S. Smyczek (2015)
10.5296/JSR.V5I1.6574
Determinants of Customer Satisfaction and its impact on Customer loyalty in Nokia brand
M. Rizwan (2014)
10.1002/9781119208044.CH18
18. Customer Satisfaction
Laurent Florès (2015)
Does customer satisfaction predict customer demand in the rail sector
R. Sheldon (2011)
10.9744/JMK.14.1.83-90
Peran Inovasi: Pengembangan Kualitas Produk dan Kinerja Bisnis
S. Hartini (2013)
Agility Of The Firm: Customers' Perspective
Maura Atapattu (2013)
10.1016/J.TOURMAN.2005.10.027
Sales growth of Spanish tourist firms: some implications of Gibrat's Law on marketing management.
Ramón Rufín (2007)
10.5172/ser.2012.19.2.54
The value of a positional advantage for agricultural SMEs
E. Micheels (2012)
Buyer ' s Perspective of Market Research Effectiveness
David H B Bednall (2007)
10.1108/00251741111183834
Value proposition as a catalyst for a customer focused innovation
J. Lindic (2011)
10.1108/mrr-10-2019-0452
Of BI research: a tale of two communities
Yassine Talaoui (2020)
Differences in the role of market research and internal CRM according to strategy type
Michael Valos (2004)
10.1108/03090560810877141
Competitive intelligence: a multiphasic precedent to marketing strategy
Paul L. Dishman (2008)
10.1007/S11747-007-0020-X
A market orientation in supply chain management
Soonhong Min (2007)
The consumer-brand relationship paradox
Anders Juul Nielsen (2015)
10.34149/JMBR.V14I2.91
PENGARUH ENTREPRENEURIAL ORIENTATION, CULTURE ORGANIZATION INTERNAL FACTOR TERHADAP PERFORMANCE ORGANIZATION MELALUI CORPORATE ENTREPRENUERSHIP CAPABILITY PADA UMKM BATIK TULIS KLASIK DI JAWA TENGAH
Chandra Kartika (2017)
10.1590/S1984-92302009000100003
"Amar é ser fiel a quem nos trai": a relação do torcedor com seu time de futebol
Lélis Balestrin Espartel (2009)
10.1016/J.JBUSRES.2013.03.018
Managing in an economic crisis: The role of market orientation in an international law firm
F. Lettice (2014)
Market orientation: a promising metaphor for culture and collaboration in industrial networks
M. Tuominen (2002)
Co-market Orientation in Networks: Evidence from the Tourism Industry
R. Silkoset (2010)
See more
Semantic Scholar Logo Some data provided by SemanticScholar