search query: @indexterm PERFORMANCE MEASUREMENT / total: 862
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| Author: | Bahadir, S. C. Bharadwaj, S. Parzen, M. |
| Title: | A meta-analysis of the determinants of organic sales growth |
| Journal: | International Journal of Research in Marketing
2009 : DEC, VOL 36:4, p. 263-275 |
| Index terms: | growth sales performance measurement |
| Language: | eng |
| Abstract: | This article studies the drivers of organic sales growth. By conducting a comprehensive literature review, the authors disclose eleven antecedents of organic sales growth: innovation, marketing orientation, advertising, interorganizational networks, entrepreneurial orientation, management capacity, firm age, firm size, competition, munificence and dynamism. It is found that mature firms face constraints of organic growth, and that neglecting marketing variables in empirical models biases the elasticity of eight of the antecedents. The use of cross-sectional data, and the measures of growth rates and market share in studies are found to impact the magnitude of elasticity of organic growth drivers. |
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