ABSTRACT Purpose: This study examines the role of product development capability for transforming marketing intelligence activities into firm performance on industrial markets. Methodology/Approach: The authors apply structural equation modeling to analyze survey data from 342 industrial manufacturing companies. Findings: Results reveal that sales integration and holistic macroeconomic view are particularly important features of the marketing intelligence capability on industrial markets to gain additional insights in order to develop products successfully. Results also reveal that product development capability transforms the marketing intelligence activities into firm performance on industrial markets. Research Implications: This study offers new insights on marketing theory by extending and concretizing the concept of market orientation to a broader concept of the marketing intelligence capability for industrial markets. Further, this research reveals that the product development capability serves as a mediator to business performance. Practical Implications: This study’s systematic and tangible outline of the dimensions of marketing intelligence and its link to the product development capability helps firms to better understand how to capitalize on market orientation’s potential values. Originality/Value/Contribution: This research (a) reveals the relevant dimensions of marketing intelligence on industrial markets and (b) shows how the product development capability tranforms marketing intelligence activities into firm performance on industrial markets.

中文翻译：

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探索产品开发能力在将营销情报转化为公司绩效中的作用

摘要目的：本研究探讨产品开发能力在将营销情报活动转化为工业市场上的公司绩效方面的作用。方法论/方法：作者运用结构方程模型分析了342家工业制造公司的调查数据。研究结果：结果表明，销售整合和整体宏观经济观点是工业市场上的营销情报能力特别重要的功能，可获取更多见解，从而成功开发产品。结果还表明，产品开发能力将营销情报活动转化为在工业市场上的公司业绩。研究意义：通过将市场导向的概念扩展和具体化为工业市场的营销智能能力的更广泛概念，本研究为市场营销理论提供了新见解。此外，这项研究表明，产品开发能力可作为业务绩效的中介。实际意义：这项研究对营销情报的维度进行了系统而有形的概述，并将其与产品开发能力联系起来，从而帮助企业更好地了解如何利用市场定位的潜在价值。原创性/价值/贡献：这项研究（a）揭示了工业市场上营销情报的相关方面，并且（b）显示了产品开发能力如何将营销情报活动转化为工业市场上的公司绩效。