Measuring Firms’ Market Orientation Using Textual Analysis of 10-K Filings

Forthcoming, British Journal of Management

81 Pages Posted: 12 Dec 2017 Last revised: 5 Dec 2019

See all articles by Panayiotis C. Andreou

Panayiotis C. Andreou

Cyprus University of Technology

Terry Harris

Durham University Business School

Dennis Philip

Durham University - Department of Economics and Finance

Date Written: October 10, 2019

Abstract

Market-oriented firms are committed to understanding their customers’ evolving expectations and meeting their needs, while outwitting competitors, to achieve a sustainable competitive advantage and improve performance. This paper develops a measure for market orientation based on textual analysis of 10-K filings. It utilizes a bag-of-words method to identify relevant information from the management’s disclosure that underpins the corporate traits measured by the MKTOR scale, a renowned survey instrument for measuring market orientation. Unlike previous studies that rely extensively on small-scale survey data to estimate market orientation, this novel method leverages instead on the use of big public archival data. We empirically establish strong construct validity for the measures of market orientation and its components, namely customer orientation and competitor orientation. Furthermore, our analyses demonstrate that firms’ performance is positively affected by market orientation and that this relationship is more pronounced in competitive environments. We contribute to the literature by developing an elegant measure of market orientation, which allows for conducting large-scale longitudinal analyses of its antecedents and consequences.

Keywords: Market Orientation, Customer Orientation, Competitor Orientation, MKTOR, Firm Performance, Textual Analysis

JEL Classification: G30, M14, M31

Suggested Citation

Andreou, Panayiotis C. and Harris, Terry and Philip, Dennis, Measuring Firms’ Market Orientation Using Textual Analysis of 10-K Filings (October 10, 2019). Forthcoming, British Journal of Management. Available at SSRN: https://ssrn.com/abstract=3086179 or http://dx.doi.org/10.2139/ssrn.3086179

Panayiotis C. Andreou (Contact Author)

Cyprus University of Technology ( email )

School Of Management and Economics
P.O. Box 50329
Lemesos, 3036
Cyprus

HOME PAGE: http://www.pandreou.com

Terry Harris

Durham University Business School ( email )

Mill Hill Lane
Durham, Durham DH1 3LB
United Kingdom

Dennis Philip

Durham University - Department of Economics and Finance ( email )

Department of Economics and Finance
Mill Hill Lane
Durham, DH1 3LB
United Kingdom

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