The effects of perceived industry competitive intensity and marketing-related capabilities: Drivers of superior brand performance

Aron O'Cass*, Jay Weerawardena

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

126 Citations (Scopus)


Since the early 1990s the theoretical and practical issues associated with organizational capabilities have been a major research focus in marketing. However, there has been little focus simultaneously on industry environment and internal competitive capability development. A manager's perception of his/her industry environment has the potential to impact the firm's marketing-related capability development through their strategic responses to their perception of the environment. This paper advocates that managers (i.e., firms) perceiving their industry environment as turbulent will develop superior market learning and marketing capabilities. Market learning will assist in the process of building superior marketing capabilities. Both capabilities lead to higher brand performance. To explore these issues a study was designed to measure perceived industry competitive intensity, market learning and marketing capabilities. Data were gathered from senior managers of commercial firms and the results largely support the hypothesized theoretical relationship that industry competitive intensity influences market learning activity and marketing capability development. Interestingly, the study findings suggest that market learning impacts brand performance through marketing capability. The findings significantly contribute to the debate on the influence of the competitive environment on a firm's internal capability development which suggests the need for further research to examine the industry competitive intensity-internal capabilities-firm performance relationship.

Original languageEnglish
Pages (from-to)571-581
Number of pages11
JournalIndustrial Marketing Management
Issue number4
Publication statusPublished - May 2010
Externally publishedYes


  • Brand performance
  • Industry competitive intensity
  • Market-focused learning
  • Marketing capabilities


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