This presentation proposes a model for measuring knowledge management, market orientation, and innovative capacity in SMEs

1. Advantage SMI
A resource based view on knowledge management and
market orientation

2. Theoretical Background
Advantage SMI
Overview
• Knowledge
– Market Knowledge
– Knowledge Management Processes
• Market orientation
• Innovative Capacity

3. Theoretical Background
Advantage SMI
Knowledge
• Market Knowledge consists of:
– New market knowledge creation (Kohli & Jaworski, 1993)
– Existing market knowledge sharing across functions (Li & Calatone, 1998)
– Existing market knowledge sharing among employees (Menon &
Varadarajan, 1993)
• Knowledge Management processes are (Gold et al, 2001):
– Acquisition process
– Conversion process
– Application process
– Protection process

4. Theoretical Background
Advantage SMI
Market orientation
• Market orientation is composed of (Kohli & Jaworski, 1993):
– Intelligence generation
– Intelligence dissemination
– Responsiveness

5. Theoretical Background
Advantage SMI
Innovative Capacity
• Innovative capacity consists of (Ledwith & O’Dwight, 2009):
– Market-level performance
– Financial performance
– Customer acceptance
– Product-level performance
– Timing

6. Hypotheses
Advantage SMI
Overview
1 a. The acquiring of new knowledge will increase intelligence generation
b. Sharing of existing market knowledge across functions will increase intelligence dissemination
c. Sharing of existing market knowledge among employees will increase intelligence dissemination
2 a. A better acquisition process will increase intelligence generation
b. A better conversion process will increase responsiveness
c. A better application process will increase responsiveness
3 a. Better intelligence generation will increase market-level success
b. Better intelligence generation will increase financial success
c. Better intelligence generation will increase customer acceptance
4 a. Better intelligence dissemination will increase market-level success
b. Better intelligence dissemination will increase financial success
c. Better intelligence dissemination will increase customer acceptance
5 Better responsiveness will increase timing

7. Hypotheses
Advantage SMI
Conceptual Model

8. Research Methodology
Advantage SMI
Research Design
• Quantative research
– Focus on relationships between factors
– No involvement of researcher
– Sample size is too large for qualitative research
• Method is self-administrated survey
– Low-cost
– Researchers are not required during survey
– Best documented for later collaboration
– Respondents decide when to fill in the questionnaire
• Drawbacks
– Response rate can be low
– May not be too long or complex

9. Research Methodology
Advantage SMI
Research Sample
• Entrepreneurs in the Groningen province
• Total sample +/- 100 entrepreneurs

10. Research Methodology
Advantage SMI
Research Measures
• Market Knowledge:
– The measures of the study by Wang et al. (2009) will be adapted to fit in
this study
• Knowledge Management process:
– Measures of the study by Gold et al. (2001) will be adapted and used.
The fourth category of process (protection) will not be part of this
research
• Market orientation
– The MARKOR measurement scale (Kohli et al. 1993) will be used to
measure market orientation
• Innovative Capacity
– The measurement scale by Griffin & Page (1993) will be used to
measure innovative capacity