{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,8,2]],"date-time":"2025-08-02T17:53:39Z","timestamp":1754157219230,"version":"3.41.2"},"reference-count":61,"publisher":"Emerald","issue":"7","license":[{"start":{"date-parts":[[2007,8,28]],"date-time":"2007-08-28T00:00:00Z","timestamp":1188259200000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2007,8,28]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-heading\">Purpose<\/jats:title><jats:p>In response to the just\u2010in\u2010time (JIT) II purchasing strategy developed at Bose, sellers in the manufacturing sector have become JIT\u2010II sellers. The purpose of this study is to test the propositions that implementation of a JIT\u2010II\u2010selling strategy strengthens the strategic link between the production and marketing functions and leverages the impact of a market orientation on organizational performance.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Design\/methodology\/approach<\/jats:title><jats:p>Data related to JIT\u2010II\u2010selling, market orientation and organizational performance were collected from 166 managers of large US\u2010based manufacturing companies and analyzed using a structural equation modeling approach.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Findings<\/jats:title><jats:p>Results indicate that market orientation fully mediates the relationship between JIT\u2010II\u2010selling and organizational performance.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Practical\/implications<\/jats:title><jats:p>Manufacturers adopting a JIT\u2010II\u2010selling strategy to enhance a market orientation philosophy can expect improvements in organizational performance.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Originality\/value<\/jats:title><jats:p>This study is the first to describe and define the JIT\u2010II selling construct and to empirically assess its relation to market orientation and organizational performance.<\/jats:p><\/jats:sec>","DOI":"10.1108\/02635570710816720","type":"journal-article","created":{"date-parts":[[2007,9,1]],"date-time":"2007-09-01T07:02:16Z","timestamp":1188630136000},"page":"1018-1035","source":"Crossref","is-referenced-by-count":15,"title":["The impact of JIT\u2010II\u2010selling on organizational performance"],"prefix":"10.1108","volume":"107","author":[{"given":"Kenneth W.","family":"Green","sequence":"first","affiliation":[]},{"given":"R. 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