Table 1.

Constructs and item measures

ConstructsItemsCodeReferences
Customer orientationHaving an identified target marketCUS1Jaworski and Kohli (1993), Kohli and Jaworski (1990), Narver and Slater (1990), Armstrong and Collopy (1996), Lado and Maydeu-Olivares (2001) 
Recognizing customers’ current and future demands and desiresCUS2
Creating customers’ superior valueCUS3
Competitor orientationEvaluating competitive intensityCOM1
Intelligence generationCOM2
Intelligence disseminationCOM3
ResponsivenessCOM4
Inter-function coordinationThe emphasis of the management on being innovativeINT1
The risk tolerance of the managementINT2
Inter-departmental conflictsINT3
Inter-departmental connectednessINT4
Sustainable financial performanceSustainable profitabilityFIN1León (2001), Gersl and Hermanek (2007) 
Sustainable liquidityFIN2
Sustainable solvencyFIN3
Sustainable social performanceMaintaining market shareSOC1Wu (2004), Schianetz and Kavanagh (2008), Manning (1999) 
Stable customers’ satisfactionSOC2
Level of recruitmentSOC3
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