IIARD International Institute of Academic Research and Development

WORLD JOURNAL OF ENTREPRENEURIAL DEVELOPMENT STUDIES (WJEDS )

E-ISSN 2579-0544
P-ISSN 2695-2483
VOL. 9 NO. 3 2024
DOI: 10.56201/wjeds.v9.no3.2024.pg60.77

---

Proactiveness and Market Competitiveness of Manufacturing Firms in South-East, Nigeria

Nwabuatu, Emmanuel Nnajiubah (Ph.D)

---

Abstract

The research examined the relationship between proactiveness and market competitiveness of manufacturing firms in south-east Nigeria. Because it was a survey, a cross-sectional research design was adopted. The population consists of 184 manufacturing enterprises from Nigeria's South-East Region. A total of 920 respondents were drawn from 184 industrial businesses. A questionnaire was utilized to gather data, and the hypotheses were evaluated using Pearson Product Moment Correlation Coefficient Statistics. The results show a substantial relationship between the proactiveness and market competitiveness of manufacturing firms in southeast Nigeria. As a result, the research showed that proactiveness is connected with the market competitiveness of manufacturing firms in southeast Nigeria. The study recommended that companies aggressively engage in market research and trend analysis to uncover potential prospects by pursuing a first-mover approach and considering the market circumstances, competitive environment, and capabilities of the company to achieve market competitiveness. They should anticipate discovering and entering new markets through proactiveness. To attain market competitiveness, conduct market feasibility studies, review the regulatory environment, and evaluate prospective markets' competitive landscapes.

keywords:

Proactiveness, Opportunity seeking, First-mover strategy, New market recognition,

---

References:

Adekola, A., et al. (2017). Analysis of working capital metrics of nigerian non-financial service
firms in relation to gross and net profit margins. Journal of Finance and Accounting,
5(5), 207-216.
Ali, M., Kan, K. A. S., & Sarstedt, M. (2016). Direct and configurational paths of absorptive
capacity
and
organizational
innovation
to
successful
organizational
performance. Journal of Business Research, 69(11), 5317-5323.
Avlonitis, G. J., & Gounaris, S. P. (1997). Marketing orientation and company performance:
industrial vs. consumer goods companies. Industrial Marketing Management, 26(5), 385-
Bacak, S. (2005). Competitive marketing analysis. International Journal of Market Research,
47(3), 235-252.
Baron, R. A., & Ensley, M. D. (2006). Opportunity recognition as the detection of meaningful
patterns: Evidence from comparisons of novice and experienced entrepreneurs.
Management Science, 52(9), 1331-1344.
Baron, R. A. (2004). The cognitive perspective: A valuable tool for answering entrepreneurship's
basic "why" questions. Journal of Business Venturing, 19(2), 221-239.
Baron, R. A. (2006). Opportunity recognition as pattern recognition: How entrepreneurs "connect
the dots" to identify new business opportunities. Academy of Management Perspectives,
20(1), 104-119.
Blocker, C. P., Cannon, J. P., & Komat, V. R. (2011). The impact of social cognitive and
personality factors on entrepreneurial intention: the role of gender. International
Entrepreneurship and Management Journal, 7(4), 373-391.
Buysse, K., & Verbeke, A. (2003). Proactive environmental strategies: A stakeholder management
perspective. Strategic management journal, 24(5), 453-470.Chaffee, E. E. (1985). Three
models of strategy. Academy of Management Review, 10(1), 89-98.
Day, G. S. (2011). Closing the marketing capabilities gap. Journal of Marketing, 75(4), 183-195).
Dess, G. G., & Lumpkin, G. T. (2001). Entrepreneurial orientation and business performance: An
assessment of past research and suggestions for the future. Entrepreneurship Theory and
Practice, 25(4), 33-52.
Dhole, S., et al. (2019). Working Capital Management and Firm Performance: Evidence from
Australia. International Journal of Business and Economic Affairs, 4(2), 56-67.
Feng, Z., Lugtenberg, M., Franse, C., Fang, X., Hu, S., Jin, C., & Raat, H. (2017). Risk factors and
protective factors associated with incident or increase of frailty among community-
dwelling older adults: A systematic review of longitudinal studies. PloS one, 12(6),
e0178383.
Flint, D. J., Woodruff, R. B., & Gardial, S. F. (2002). Exploring the phenomenon of customers'
desired value change in a business-to-business context. Journal of Marketing, 66(4), 102-
Fuentelsaz, L., & Gómez, J. (2006). Multipoint competition, strategic similarity and entry into
geographic markets. Strategic Management Journal, 27(5), 477-499.
Gatignon, H., & Xuereb, J. M. (1997). Strategic orientation of the firm and new product
performance. Journal of Marketing Research, 34(1), 77-90.
Ghozali, I., & Handriani, E. (2018). Modeling Business Performances: A Comprehensive
Approach. UPP STIM YKPN.
Glazer, A. (1985). The advantages of being first. The American Economic Review, 75(3), 473-480.
Guo, Y., Liu, Y., Oerlemans, A., Lao, S., Wu, S., & Lew, M. S. (2016). Deep learning for visual
understanding: A review. Neurocomputing, 187, 27-48.
Hkansson, H., & Snehota, I. (1995). Developing relationships in business networks. Routledge.
Schumpeter, J. A. (2013). Capitalism, socialism and democracy. routledge.
King, A. A., & Tucci, C. L. (2002). Incumbent entry into new market niches: The role of
experience and managerial choice in the creation of dynamic capabilities. Management
Science, 48(2), 171-186.
Kotler, P. (2003). Marketing insights from A to Z: 80 concepts every manager needs to know. John
Wiley & Sons.
Kotler, P. (1991). Kotler on... Management decision, 29(2).
Lieberman, M. B., & Montgomery, D. B. (1988). First-mover advantages. Strategic Management
Journal, 9(S1), 41-58.
Lindgreen, A., & Wynstra, F. (2005). Value in business markets: What do we know? Where are
we going? Industrial Marketing Management, 34(7), 732-748.
Lumpkin, G. T., & Dess, G. G. (2001). Linking two dimensions of entrepreneurial orientation to
firm performance: The moderating role of environment and industry life cycle. Journal
of Business Venturing, 16(5), 429-451.
Lumpkin, G. T., & Dess, G. G. (2005). The role of entrepreneurial orientation in stimulating
effective corporate entrepreneurship. The Academy of Management Executive, 19(1),
147-156.
Major, D. A., Turner, J. E., & Fletcher, T. D. (2006). Linking proactive personality and the Big
Five to motivation to learn and development activity. Journal of Applied
Psychology, 91(4), 927.
Matsuno, K., Mentzer, J. T., & Özsomer, A. (2002). The effects of entrepreneurial proclivity and
market orientation on business performance. Journal of Marketing, 66(3), 18-32.
Narver, J. C., Slater, S. F., & MacLachlan, D. L. (2004). Responsive and proactive market
orientation and new-product success. Journal of Product Innovation Management, 21(5),
334-347.
Narver, J. C., Slater, S. F., & MacLachlan, D. L. (2004). Responsive and proactive market
orientation and new?product success. Journal of Product Innovation Management, 21(5),
334-347.
Nunnally, J. C. (1978). Psychometric theory. McGraw-Hill.Chrisman et al. (2012)
Oecd, E. (2005). Oslo manual: Guidelines for collecting and interpreting innovation data. Paris
2005, Sp, 46, 1-34.
Ofem, B. O. (2004). Essentials of Entrepreneurial Studies. University of Calabar Press.
Okeyo, J. M., Norton, J., Koala, S., Waswa, B., Kihara, J., & Bationo, A. (2016). Impact of reduced
tillage and crop residue management on soil properties and crop yields in a long-term
trial in western Kenya. Soil Research, 54(6), 719-729.
Oni, E. O., & Daniya, A. A. (2012). Development of small and medium scale enterprises: The role
of government and other financial institutions. Arabian Journal of Business and
Management Review (OMAN Chapter), 1(7).
Patterson, J. L. (1993). Leadership for Tomorrow's Schools. Association for supervision and
curriculum development, 1250 N. Pitt Street, Alexandria, VA 22314 (Stock No. 611-
93121; $11.95).
Porter, M. E., & Linde, C. V. D. (1995). Toward a new conception of the environment-
competitiveness relationship. Journal of Economic Perspectives, 9(4), 97-118.
Porter, M. E., & Linde, C. V. D. (1995). Toward a new conception of the environment-
competitiveness relationship. Journal of economic perspectives, 9(4), 97-118.
Powell, G. N., & Eddleston, K. A. (2017). Family involvement in the firm, family?to?business
support, and entrepreneurial outcomes: An exploration. Journal of Small Business
Management, 55(4), 614-631.
Qadorah, A. A. M. (2016). The relationship between board of director’s characteristics and
industrial firms financial performance listed at Amman stock exchange. Universiti Utara
Malaysia.
Rhee, M., & Haunschild, P. R. (2006). The liability of good reputation: A study of product recalls
in the US automobile industry. Organization Science, 17(1), 101-117.
Rostamkalaei, A., & Freel, M. (2016). The cost of growth: small firms and the pricing of bank
loans. Small Business Economics, 46, 255-272.
Santos, F., Pache, A. C., & Birkholz, C. (2015). Making hybrids work: Aligning business models
and organizational design for social enterprises. California Management Review, 57(3),
36-58.
Schmalensee, R. (1982). Product differentiation advantages of pioneering brands. The American
Economic Review, 72(3), 349-365.
Shane, S. A. (2003). A general theory of entrepreneurship: The individual-opportunity nexus.
Edward Elgar Publishing.
Sharma, S., & Vredenburg, H. (1998). Proactive corporate environmental strategy and

DOWNLOAD PDF

---

Back