A Study on the Motivation of Digital Marketing Capability and Its Impact on Competitive Advantage under Digital Customer Orientation

MENG Tao, CA0 Jiang, CHEN Mengyuan, ZHANG Tiankai

Journal of Marketing Science ›› 2025, Vol. 5 ›› Issue (4) : 37-62.

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PDF(14052 KB)
Journal of Marketing Science ›› 2025, Vol. 5 ›› Issue (4) : 37-62.
Research Papers

A Study on the Motivation of Digital Marketing Capability and Its Impact on Competitive Advantage under Digital Customer Orientation

  • MENG Tao, CA0 Jiang,CHEN Mengyuan,ZHANG Tiankai
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Abstract

With the development of digital technologies, the business environment is transforming into a digital ecosystem. Traditional customers, who previously only provided feedback afterwards, are gradually evolving into digital customers as they share usage information in real-time through digital devices during interactions with businesses, This real-time sharing of information enables businesses to dynamically and accurately understand customer needs. A key question for traditional companies is how to leverage digital technologies to develop new capabilities that meet the dynamic and personalized demands of customers,which has become a focal point for both academia and industry. This paper clarifies the concept of customer orientation in the context of the digital economy and identifies four dimensions of digital customer orientation based on existing research: digital customer positioning, interactive value creation, digital platform-based operations, and data-driven decision making. Based on a survey of 378 manufacturing companies, the paper empirically examines the impact of digital marketing capabilities under digital customer orientation on corporate competitive advantage. The findings reveal that: first, the four dimensions of digital customer orientation are key drivers of a company's digital marketing capabilities: second, the formaion of digital marketing capabilities helps companies reduce costs, improve market responsiveness and customization abilities, thus enhancing competitive advantage; and third, the effect of digital marketing capabilities on speed and customization advantages is moderated by market turbulence. This study provides important theoretical and practical insights into how companies can leverage new opportunities and gain competitive advantages in the digital era.

Key words

digital customer / digital customer orientation / digital marketing capabilities / environmental turbulence / competitive advantage

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MENG Tao, CA0 Jiang, CHEN Mengyuan, ZHANG Tiankai. A Study on the Motivation of Digital Marketing Capability and Its Impact on Competitive Advantage under Digital Customer Orientation[J]. Journal of Marketing Science. 2025, 5(4): 37-62

Funding

国家自然科学基金资助项目(72072026)、东北财经大学工商管理学院研究生科研项目(GSY202424)
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