Market-oriented organisational culture and sales growth

The study examined organisational variables, total quality management and organisational culture, alongside marketing strategies and resource management. In the resulting model, a market-oriented organisational culture is one of the factors that influence sales growth.

In the adapted high-performance model, organisational variables were measured as total quality management and organisational culture.

A market-oriented organisational culture appears among the factors that influence sales growth, together with distribution channel development, third-party agreements, e-business and e-savings.

A market-oriented culture is part of the sales growth model, so culture work belongs in growth planning.

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Dayan, O., Arnolds, C. A., & Struwig, M. (2010). Empirical testing of Kotler's high-performance factors to increase sales growth. Acta Commercii, 10(1), 181–202. https://doi.org/10.4102/ac.v10i1.128