Theoretical model for identifying market development indicators

• Published in: International journal of productivity and performance management Vol. 71; no. 7; pp. 2659 - 2679
• Main Authors: Gerhardt, Vinicius Jaques, Mairesse Siluk, Julio Cezar, Baierle, Ismael Cristofer, Michelin, Cláudia de Freitas
• Format: Journal Article
• Language: English
• Published: Bradford Emerald Publishing Limited 16-08-2022; Emerald Group Publishing Limited
• Subjects: Business metrics; Customers; Decision making; Indicators; Literature reviews; Software; Systematic review; Market development; Performance indicators; Market development strategies; Market development stages
• ISSN: 1741-0401; 1758-6658
• DOI: 10.1108/IJPPM-05-2020-0259

PurposeThe purpose of this paper is to develop a theoretical model composed of performance indicators divided into stages that represent a chronological order of the market development process.Design/methodology/approachThe theoretical model presented by this paper was developed based on the information collected through three systematic reviews. The first review identified the steps that segment the market development process. The second and third systematic review sought to identify a set of indicators that are most used in companies' market development.FindingsThe paper develops a theoretical model that identifies the market development indicators that are most present in the current literature, dividing them into stages that represent the chronological order of the market development process.Originality/valueA research opportunity was identified based on the investigation of the existing literature. The study collaborates with existing research and provides a model that guides companies in market development decisions and actions.