The organization of marketing: A study of decentralized, devolved and dispersed marketing activity

Journal of Management Studies

Volumn 40, Issue 2, 2003, Pages 483-512

  Harris, Lloyd G ^a   Ogbonna, Emmanuel ^a  

^a CARDIFF UNIVERSITY   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 20444483147     PISSN: 00222380     EISSN: None     Source Type: Journal    
DOI: 10.1111/1467-6486.00348     Document Type: Article

References (94)

1. Achrol, R. S. (1991). 'Evolution of the marketing organization: new forms for turbulent environments'. Journal of Marketing, 55, October, 77-93.
2. Achrol, R. S. (1997). 'Changes in the theory of interorganizational relations in marketing: toward a network paradigm'. Journal of the Academy of Marketing Science, 25, 1, 56-71.
3. Achrol, R. S. and Kotler, P. (1999). 'Marketing in the network economy'. Journal of Marketing, 63, 146-63.
4. Ackoff, R. L. (1989). 'The circular organization: an update'. Academy of Management Executive, 3, February, 11-16.
5. Anderson, P. F. (1982). 'Marketing strategic planning, and the theory of the firm'. Journal of Marketing, 46, Spring.
6. Barnes, J. D., Moscore, B. J. and Rassouli, J. (1982). 'An objective and task media selection decision model and advertising cost formulae to determine international advertising budgets'. Journal of Advertising, 11, 4, 68-75.
7. Baumgartner, J. (1991). 'Nonmarketing professionals need more than 4Ps'. Marketing News, 22, July, 28.
8. Becker, H., Geer, B., Strauss, A. and Hughes, E. C. (1961). Boys in White. New Brunswick, NJ: Transaction Books.
9. Blau, P. M. (1955). The Dynamics of Bureaucracy. Chicago, University of Chicago Press.
10. Blau, P. M. and Schoenheer, R. A. (1971). The Structure of Organizations. New York: Basic Books.
11. Boje, D. M. and Rosile, G. A. (2001). 'Where's the power in empowerment? Answers from Follett and Clegg'. Journal of Applied Behavioral Science, 37, 1, 90-117.
12. Bonoma, T. V. (1985). 'Case research in marketing: opportunities, problems, and a process'. Journal of Marketing Research, XXII.
13. Borden, N. (1964). 'The concept of marketing mix'. Journal of Advertising Research, June, 2-7.
14. Brady, J. and Davis, I. (1993). 'Marketing's mid-life crises'. McKinsey Quarterly, 2, 17-28.
15. Brooksbank, R. (1995). 'The new model of personal selling: micromarketing'. Journal of Personal Selling and Sales Management, 15, 2, 61-6.
16. Brown, S. (1995). Postmodern Marketing. London: Routledge.
17. Buchanan, D. (1986). 'Management objectives in technical change'. In Knights, D. and Willmott, H. (Eds), Managing the Labour Process. Aldershot: Gower, 67-84.
18. Buell, V. P. (1982). Organizing for Marketing/Advertising Success in a Changing Business Environment. New York: Association of National Advertisers.
19. Burns, T. and Stalker, G. M. (1961). The Management of Innovation. London: Tavistock Publications.
20. Carson, D. (1968). 'Marketing organization in British manufacturing firms'. Journal of Marketing, 32, April, 34-9.
21. Carson, D., Cromie, S., McGowan, P. and Hill, J. (1995). Marketing and Entrepreneurship in SMEs. London: Prentice-Hall.
22. Cespedes, F. V. (1990). 'Agenda, incubators and marketing organization'. California Management Review, 33, 1, 28-53.
23. Cespedes, F. V. (1994). 'Industrial marketing: managing new requirements'. Sloan Management Review, 35, Spring, 45-60.
24. Cespedes, F. V. (1995). Concurrent Marketing: Integrating Product, Sales and Service. Boston, MA: Harvard Business School Press.
25. Chandler, A. D. (1962). Strategy and Structure. Cambridge: MIT Press.
26. Child, J. (1984). Organization: A Guide to Problems and Practice. London: Harper and Row.
27. Churchill, G. A. (1999). Marketing Research: Methodological Foundations. London: Dryden Press.
28. Culliton, J. W. (1948). The Management of Marketing Costs. Boston, MA: Harvard University Press.
29. Dastmalchian, A. and Boag, D. A. (1990). 'Environmental dependence and departmental structure: case of the marketing function'. Human Relations, 43, 12, 1247-76.
30. Day, G. (1994). 'The capabilities of market-driven organizations'. Journal of Marketing, 58, October, 37-52.
31. Day, G. (1997). 'Aligning the organization to the market'. In Lehmann, D. L. and Joez, K. E. (Eds), Reflections on the Futures of Marketing. Cambridge, MA: Marketing Science Institute, 67-93.
32. Day, G. (1998). 'What does it take to be market-driven?'. Business Strategy Review, 9, 1, 1-14.
33. Day, G. (1999a). The Market-Driven Organization. New York: The Free Press.
34. Day, G. (1999b). 'The market-driven organization'. Sloan Management Review, 41, 1, 11-12.
35. Day, G. (2000a). 'The market-driven organization'. Direct Marketing, Garden City, 62, 10, 20-3.
36. Day, G. (2000b). 'The market-driven organization'. Direct Marketing, Garden City, 62, 9, 32-7.
37. DiMaggio, P. and Powell, D. (1983). 'The iron cage revisited: institutional isomorphism and collective rationality in organizations'. American Sociological Review, 48, 147-60.
38. Doyle, P. (1995). 'Marketing in the new millennium'. European Journal of Marketing, 29, 13, 23-41.
39. Dull, S. F., Mohn, W. A. and Noren, T. (1995). 'Partners'. McKinsey Quarterly, 4, 63-72.
40. Dyer, W. G. and Wilkins, A. L. (1991). 'Better stories, not better constructs, to generate better theory: a rejoinder to Eisenhardt'. Academy of Management Review, 16, 3, 613-19.
41. Eisenhardt, K. M. (1989). 'Building theories from case study research'. Academy of Management Review, 14, 4, 532-50.
42. Emerson, R. M. (1972). 'Exchange theory, Part I: A psychological basis for social exchange'. In Berger, J., Zelditch, M. and Anderson, B. (Eds), Sociological Theories in Progress. Boston: Houghton Mifflin, 58-87.
43. Ewen, E. and Ewen, S. (1982). Channels of Desire. New York: McGraw-Hill.
44. Frazier, G. (1983). 'On the measurement of interfirm power in channels of distribution'. Journal of Marketing Research, 20, May, 158-66.
45. Geertz, C. (1973). The Interpretation of Cultures. New York: Basic Books Inc.
46. Ghauri, P., Gronhaug, K. and Kristianslund, I. (1995). Research Methods in Business Studies. London: Prentice-Hall International.
47. Gilmore, J. H. and Pine, B. J. (1997). 'The four faces of mass customization'. Harvard Business Review, 74, 1, January-February, 91-101.
48. Glaser, B. G. and Strauss, A. L. (1967). The Discovery of Grounded Theory: Strategies for Qualitative Research. Chicago: Aldine.
49. Gouldner, A. W. (1954). Patterns of Industrial Bureaucracy. Glencoe, IL: Free Press.
50. Gummesson, E. (1991). 'Marketing-orientation revisited: the crucial role of the part-time marketer'. European Journal of Marketing, 25, 2, 60-75.
51. Gummesson, E. (1994). 'Making relationship marketing operational'. International Journal of Service Industry Management, 5, 5, 5-20.
52. Handy, C. B. (1985). Understanding Organizations. Harmondsworth: Penguin.
53. Hannan, M. and Freeman, J. (1989). Population Ecology. Boston, MA: Harvard University Press.
54. Harris, L. C. and Piercy, N. F. (1999). 'Management behavior and the barriers to market orientation'. Journal of Services Marketing, 13, 2, 113-31.
55. Harris, L. C. and Piercy, N. F. (1998). 'Barriers to marketing development in the barristers' profession'. Services Industries Journal, 18, 4, 19-37.
56. Harris, L. C. and Watkins, P. (1998). 'The impediments to developing a market orientation: an exploratory study of small UK hotels'. International Journal of Contemporary Hospitality Management, 10, 2, 221-6.
57. Harrison, R. (1972). 'How to describe your organization'. Harvard Business Review, 50, 3, May/June, 119-28.
58. Herzberg, F. (1966). Work and the Nature of Man. Cleveland: World.
59. Homburg, C., Workman, J. P. Jr and Krohmer, K. (1999). 'Marketing's influence within the firm'. Journal of Marketing, 63, 2, 1-17.
60. Hooley, G. J., Lynch, J. E. and Shepherd, J. (1990). 'The marketing concept: putting theory into practice'. European Journal of Marketing, 24, 9, 7-24.
61. Jaworski, B. J. and Kohli, A. K. (1993). 'Market orientation: antecedents and consequences'. Journal of Marketing, 57, July, 53-70.
62. Juttner, U. and Wehrli, H. P. (1994). 'Relationship marketing from a values system perspective'. International Journal of Service Industries Management, 5, 5, 55-75.
63. Kanter, R. M. (1977). Men and Women of the Corporation. New York: Basic Books.
64. Kent, R. A. (1986). 'Faith in the 4Ps: an alternative'. Journal of Marketing Management, 2, 2, 145-54.
65. King, S. (1984). 'Setting advertising budgets for lasting effects'. Admap, July/August, 335-9.
66. Kono, T. (1999). 'A strong head office makes a strong company'. Long Range Planning, 32, 2, 225-36.
67. Kotler, P. (1986). 'Megamarketing'. Harvard Business Review, 64, 2, March-April, 117-24.
68. Kotler, P., Armstrong, G., Saunders, J. and Wong, V. (2000). Principles of Marketing. London: Prentice-Hall.
69. Kouvelis, P. and Lariviere, M. A. (2000). 'Decentralizing cross-functional decisions: coordination through internal markets'. Management Science, 46, 8, 1049-58.
70. Lawrence, P. R. and Lorsch, J. W. (1967). Organization and Environment: Managing Differentiation and Integration. Cambridge: Harvard University Press.
71. Lipset, S. M., Trow, M. A. and Coleman, J. S. (1956). Union Democracy. New York: Free Press.
72. Maffesoli, M. (1996). The Time of the Tribes: The Decline of Individualism in Mass Society. Thousand Oaks, CA: Sage.
73. Mahrer, A. R. (1988). 'Discovery oriented psychotherapy research: rationale, aims, and methods'. American Psychologist, 43, 9, 694-702.
74. Marchington, M. and Parker, P. (1988). 'Japanization: a lack of chemical reaction'. Industrial Relations Journal, 19, 4, 272-85.
75. McCarthy, E. J. (1960). Basic Marketing: A Managerial Approach. Homewood, IL: Irwin.
76. McKelvery, B. and Aldrich, H. (1983). 'Populations, natural selection and applied organizational science'. Administrative Science Quarterly, 28, 1, 101-28.
77. McKenna, R. (1991). 'Marketing is everything'. Harvard Business Review, 69, 1, January/February, 65-80.
78. Miles, M. B. (1979). 'Qualitative data as an attractive nuisance: the problem of analysis'. Administrative Science Quarterly, 24, 590-601.
79. Miles, R. E. and Snow, C. C. (1992). 'Causes of failure in network organizations'. California Management Review, 34, 53-72.
80. Möller, K. and Rajala, A. (1999). 'Organizing marketing in industrial high-tech firms: the role of internal marketing relationship'. Industrial Marketing Management, 28, 5, 521-35.
81. Morgan, R. E. and Morgan, N. A. (1991). 'An exploratory study of market orientation in the UK consulting engineering industry'. International Journal of Advertising, 10, 4, 333-47.
82. Mullins, J. L. (1999). Management and Organizational Behaviour. London: Pitman.
83. Van Maanen, J. (1979). 'Reclaiming qualitative methods for organizational research: a preface'. Administrative Science Quarterly, 24, 520-7.
84. Vignali, G. and Davies B. J. (1994). 'The marketing mix redefined and mapped: introducing the MIXMAPP model'. Management Decision, 32, 8, 11-16.
85. Walker, O. G. Jr (1997). 'The adaptability of network organizations: some explored questions'. Academy of Marketing Science, 25, 1, Winter, 75-82.
86. Webster, F. E. (1992). 'The changing role of marketing in the corporation'. Journal of Marketing, 56, 4, 1-17.
87. Webster, F. E. (1994). Market Driven Management. London: Wiley.
88. Webster, F. E. (1997). 'The future role of marketing in the organization'. In Lehmann, D. R. and Joez, K. E. (Eds), Reflections on the Futures of Marketing. Cambridge, MA: Marketing Science Institute, 39-66.
89. Weick, K. (1991). 'The nontraditional quality of organizational learning'. Organizational Science, 2, 116-24.
90. Whyte, W. F. (1941). 'Corner boys: a study of clique behavior'. American Journal of Sociology, 46, 647-64.
91. Wilson, D. T. (1995). 'An integrated model of buyer-seller relationships'. Journal of the Academy of Marketing Science, 23, 4, 335-45.
92. Workman, J. P., Homburg, C. and Gruner, K. (1998). 'Marketing organization: an integrative framework of dimensions and determinants'. Journal of Marketing, 62, July, 21-41.
93. Yin, R. K. (1994). Case Study Research: Design and Methods. London: Sage.
94. Zaltman, G., LeMasters, K. and Heffering, M. (1982). Theory Construction in Marketing: Some Thoughts on Thinking. New York: John Wiley and Sons.