Influence of Customer Value Orientation, Brand Value, and Business Ethics Level on Organizational Performance

2016. RBGN-Revista Brasileira de Gestao de Negocios. Vol 18, No 59. Pp. 5 - 23 Jan/Marc 2016

Francisco Villegas P, Leslier Valenzuela F

Abstract:

Purpose –Customer value orientation, brand value and business ethics are critical variables to develop long-term relationships with customers and achieve sustainable sales growth over time. This research shows how the degree of orientation to customer value by the sales forces, brand value and business ethical standards could significantly influence organizational performance.   Design/methodology/approach – The study contributes to an explanatory model through a structural equation model (SEM) and empirical evidence of research applied to 327 executives of medium and high positions in several companies in Chile that manage their business globally.   Findings – The results support the hypothesis that Customer value orientation, brand value and business ethics would influence on organizational performance.   Originality/value – This research shows how the degree of orientation to customer value by the sales forces, brand value and business ethical standards could significantly influence organizational performance in a country like Chile. 

Palabras claves: Customer Value Orientation, Brand Value, Business Ethics and Organizational Performance.

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