Achieving fit between learning and market orientation: Implications for new product performance

Peter Yannopoulos, Seigyoung Auh, Bulent Menguc

    Research output: Contribution to journalArticlepeer-review

    58 Scopus citations


    Drawing on the learning and market orientation literature, this study examines how responsive and proactive market orientations interact with exploitative and exploratory learning to affect new product performance. Despite advancements in understanding the distinctions between the different types of learning and market orientations, little evidence exists regarding which types of market orientation work best with exploitative or exploratory learning to improve new product performance. Using a sample of 216 high-tech Canadian firms, the authors find that new product performance is elevated only when exploratory learning is bundled with proactive market orientation. New product performance suffered when exploratory learning was complemented with responsive market orientation and when exploitative learning was complemented with proactive market orientation. Implications for marketing theory and practice are discussed.

    Original languageEnglish (US)
    Pages (from-to)531-545
    Number of pages15
    JournalJournal of Product Innovation Management
    Issue number4
    StatePublished - Jul 2012

    ASJC Scopus subject areas

    • Strategy and Management
    • Management of Technology and Innovation


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