Journal of the Academy of Marketing Science

, Volume 46, Issue 4, pp 744–766 | Cite as

Innovation pathway to profitability: the role of entrepreneurial orientation and marketing capabilities

  • S. Arunachalam
  • Sridhar N. Ramaswami
  • Pol Herrmann
  • Doug Walker
Original Empirical Research


Drawing from the marketing capabilities and innovation literatures, we identify aprocess by which a firm’s entrepreneurial orientation impacts profits and show that it is dependent on marketing capabilities. Using a half-longitudinal design we integrate survey data with performance metrics over two time periods, from a sample of 190 firms. While the effect of entrepreneurial orientation (EO) on innovation is enhanced by architectural marketing capabilities, the effect of innovation outcomes on profits is enhanced by specialized marketing capabilities. Ultimately, the pathway from EO to performance, mediated by innovation, is positively significant at higher levels of both marketing capabilities. The results uncovered using Bayesian conditional process modeling, are robust to alternate model specifications, endogeneity tests, and provide insights into the capabilities-based understanding of entrepreneurism-marketing interface. We discuss resource allocation implications for managers as they attempt to maximize profits through innovation.


Marketing capabilities Innovation Pathway to profitability Moderated mediation 



The authors appreciate constructive comments from Professors Kersi Antia, Hari Sridhar, and Stephen Kim, and research assistance from Pallavi Jha. The authors also thank comments from doctoral students David Correll, Linlin Chai, and Inmyung Choi. Finally, the authors thank Shanti and Jackie for copy editing a previous version of the manuscript.


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Copyright information

© Academy of Marketing Science 2018
corrected publication February/2018

Authors and Affiliations

  • S. Arunachalam
    • 1
  • Sridhar N. Ramaswami
    • 2
    • 3
  • Pol Herrmann
    • 2
    • 4
  • Doug Walker
    • 5
  1. 1.Indian School of BusinessHyderabadIndia
  2. 2.Ivy College of Business, Iowa State UniversityAmesUSA
  3. 3.Indian School of BusinessHyderabadIndia
  4. 4.Tecnológico de MonterreyEGADE Business SchoolSan Pedro Garza GarcíaMexico
  5. 5.Kansas State UniversityManhattanUSA

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