More from the Author

• Article | International Marketing Review | 2013

  Achievement Motivation, Strategic Orientations and Business Performance in Entrepreneurial Firms: How Different Are Japanese and American Founders?

  Rohit Deshpandé, Amir Grinstein, Elie Ofek and Sang-Hoon Kim

  Purpose: There is lack of research on the link between the personal disposition of an entrepreneurial firm's founder, the firm's strategic orientation, and its performance outcomes. Also, there is lack of cross-national research on entrepreneurial firms' strategic orientations. This paper addresses these gaps by exploring the differences in strategic orientation choices and their performance outcomes for American and Japanese entrepreneurial firms, focusing on founders' achievement motivation as a key personal disposition. Design/methodology/approach: A survey was conducted among 397 Japanese founders and 189 American ones. Findings: Our key counterintuitive finding is that Japanese and American founders of entrepreneurial firms are more similar than is often suggested. We first find that in both Japan and the U.S. achievement motivation is positively related to customer orientation and cost orientation while not related to technological orientation. Second, we find that the adoption of customer orientation is positively related to the profitability of both Japanese and American entrepreneurial firms, although the effect is stronger in the U.S. We also find that the adoption of technology orientation is negatively related to the profitability of both Japanese and American firms, although the effect is less negative in Japan. We finally find that the adoption of cost orientation does not have an impact on the profitability of both Japanese and American firms.

  Keywords: motivation; entrepreneurs; Japan;

  Citation:

  Deshpandé, Rohit, Amir Grinstein, Elie Ofek, and Sang-Hoon Kim. "Achievement Motivation, Strategic Orientations and Business Performance in Entrepreneurial Firms: How Different Are Japanese and American Founders?" International Marketing Review 30, no. 3 (2013).

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• Case | HBS Case Collection | 2013 (Revised from original 2011 version)

  Branding Yoga

  Rohit Deshpande, Kerry Herman and Annelena Lobb

  Yoga, an ancient discipline, has become popular worldwide. The marketing of yoga and dispute over its origins have led to debate as to whether yoga should be branded at all. Some yoga instructors have gone so far as to copyright their varieties of yoga; others in the yoga community say it is a religious and/or spiritual practice and as such should not be claimed as intellectual property.

  Keywords: Brands and Branding; Marketing;

  Citation:

  Deshpande, Rohit, Kerry Herman, and Annelena Lobb. "Branding Yoga." Harvard Business School Case 512-025, February 2013. (Revised from original December 2011 version.)

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• Teaching Note | HBS Case Collection | 2013 (Revised from original 2007 version)

  Cipla (TN)

  Rohit Deshpande and Aldo Sesia Jr.

  Citation:

  Deshpande, Rohit, and Aldo Sesia Jr. "Cipla (TN)." Harvard Business School Teaching Note 307-021, January 2013. (Revised from original February 2007 version.)

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