The effects of entrepreneurial orientation and marketing information on the performance of SMEs

• Published in: Journal of business venturing Vol. 22; no. 4; pp. 592 - 611
• Main Authors: Keh, Hean Tat, Nguyen, Thi Tuyet Mai, Ng, Hwei Ping
• Format: Journal Article
• Language: English
• Published: New York Elsevier Inc 01-07-2007; Elsevier; Elsevier Sequoia S.A
• Series: Journal of Business Venturing
• Subjects: Entrepreneurial orientation; Entrepreneurs; Firm performance; Impact analysis; Information; Information acquisition; Information utilization; Market orientation; Marketing; Marketing mix; Small & medium sized enterprises-SME; Studies; Singapore; Entrepreneurial orientation; Firm performance; Information utilization; Marketing mix; Information acquisition
• ISSN: 0883-9026; 1873-2003
• DOI: 10.1016/j.jbusvent.2006.05.003

In this study, we investigate the effects of entrepreneurial orientation and marketing information on the performance of small and medium-sized enterprises. We build and test a causal model using data obtained from Singaporean entrepreneurs and find support for most of our hypotheses. The results indicate that entrepreneurial orientation plays an influential role on the acquisition and utilization of marketing information, and also has a direct effect on firm performance. The utilization of information regarding marketing mix decisions (particularly the Promotion and Place elements) positively affects firm performance, and it partially mediates the relationship between entrepreneurial orientation and firm performance. The implications and future research directions are discussed.