Market Performance Scale (Responsiveness Context)

What it measures

Three-item measure of business unit market performance relative to competitors over the past three years. Covers achievement of desired profit and revenue levels, growth targets, and market share objectives. Used as a performance outcome mediating the relationship between organisational responsiveness and financial performance. Adapted from Homburg and Pflesser (2000).

Response format

7-point scale (1 = clearly worse, 4 = competition level, 7 = clearly better; relative to competitors, last three years)

Scale items

• In the last three years relative to your competitors, how has your business unit performed with respect to achieving the desired profit and revenue level?
• In the last three years relative to your competitors, how has your business unit performed with respect to achieving the desired growth?
• In the last three years relative to your competitors, how has your business unit performed with respect to achieving/securing the desired market share?

Full scale items shown. Always cite the original source when using this scale in research.

Usage notes & scoring

Composite reliability = .90; average variance extracted = .76. Validated against objective return-on-sales data from annual reports (r = .73, p < .01) for 83 firms (29.6% of sample). Adapted from Homburg and Pflesser (2000).

Recommended companion scales

Citation

Homburg, C., Grozdanovic, M., & Klarmann, M. (2007). Responsiveness to customers and competitors: The role of affective and cognitive organizational systems. Journal of Marketing, 71(3), 18–38.

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