Design orientation and new product performance

Raji Srinivasan, Gary L. Lilien

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Scopus citations


Purpose – The products of some firms emerge neither from new technology developments nor from attempting to address articulated consumers’ needs, but from a company-internal design-driven approach. To explore this design-driven approach, we propose a construct, design orientation, as a firm’s ability to integrate functionality, aesthetics, and meaning in its new products. We hypothesize relationships between a firm’s design orientation, customer orientation, technological orientation, and willingness to cannibalize on its new product performance. Methodology/approach – We use data from surveys of senior marketing executives entrusted with design in 252 US firms, we validate the construct of design orientation and establish its distinctiveness from related constructs of creativity, technological orientation, and customer orientation. Using a structural equation modeling approach, we test the hypotheses and find support for them. Findings – Individually, design orientation, technological orientation, and customer orientation improve new product performance. In addition, customer orientation decreases the positive effect of design orientation while willingness to cannibalize increases the positive effect of design orientation on new product performance. Implications for theory and/or practice – More than two-thirds of respondents (69%) perceive that their firm can improve its new product performance by increasing its design orientation, an overlooked organizational capability. Originality/value – Although practitioners have acknowledged the importance of design as a strategic marketing issue, there is little in the literature on how firms can benefit from building capabilities in the design domain, the issue we focus on in this research.

Original languageEnglish (US)
Title of host publicationReview of Marketing Research
PublisherEmerald Group Publishing Ltd.
Number of pages25
StatePublished - 2018

Publication series

NameReview of Marketing Research
ISSN (Print)1548-6435
ISSN (Electronic)1944-7035

All Science Journal Classification (ASJC) codes

  • Marketing


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