The decline and dispersion: Of marketing competence

MIT Sloan Management Review

Volumn 46, Issue 4, 2005, Pages 35-43

  Webster Jr , Frederick E ^a,b   Malter, Alan J ^b   Ganesan, Shankar ^b  

^a DARTMOUTH COLLEGE   (United States)

^b UNIVERSITY OF ARIZONA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 23444442735     PISSN: 7653697     EISSN: 1782155X     Source Type: Journal    
DOI: None     Document Type: Review

References (17)

1. "CMO Tenure: Slowing Down the Revolving Door," blue paper, G. Welch, July 2004, www.spencerstuart.com/research/articles/744/.
2. "CEOs Are Not Happy With Their Marketing," Chief Executive 201, August/September 2004, www.chiefexecutive.net/depts/ceowatch/201a.htm.
3. F. Cassidy, A. Freeling and D. Kiewell, "A Credibility Gap for Marketers," research brief, McKinsey Quarterly no. 2 (2005).
4. G.S. Day, "Marketing's Contribution to the Strategy Dialogue," Journal of the Academy of Marketing Science 20, no. 4 (fall 1992): 323-329;
5. and F.E. Webster Jr., "Market-Driven Management: How to Define, Develop, and Deliver Customer Value," 2nd ed. (New York: John Wiley & Sons, 2002), ch. 2, 30-64.
6. F.E. Webster Jr., "Understanding the Relationships Among Brands, Consumers and Resellers," Journal of the Academy of Marketing Science 28, no. 1 (winter 2000): 17-23.
7. C. Homburg, J.P. Workman Jr. and H. Krohmer, "Marketing's Influence Within the Firm," Journal of Marketing 63, no. 2 (April 1999): 1-17.
8. For examples of studies examining the financial implications of marketing strategy from a variety of perspectives, see: E.W. Anderson, C. Fornell and D.R. Lehmann, "Customer Satisfaction, Market Share, and Profitability," Journal of Marketing 58, no. 3 (July 1999): 53-66;
9. Gupta, D.R. Lehmann and J.A. Stuart, "Valuing Customers," working paper 01-119, Marketing Science Institute, Cambridge, Massachusetts, 2001;
10. N. Mizik and R. Jacobson, "Trading Off Value Creation and Appropriation: The Financial Implications of Shifts in Strategic Emphasis," Journal of Marketing 67, no. 1 (January 2003): 63-76;
11. J.C. Narver and S.F. Slater, "The Effect of Market Orientation on Profitability," Journal of Marketing 54, no. 4 (October 1990): 20-35;
12. R. Deshpandé, J.F. Farley and F.E. Webster Jr., "Factors Affecting Organizational Performance: A Five-Country Comparison," working paper 97-108, Marketing Science Institute, Cambridge, Massachusetts, 1997;
13. and K. Pauwels, J. Silva-Risso, S. Srinivasan and D.M. Hanssens, "New Products, Sales Promotions and Firm Value: The Case of the Automobile Industry," Journal of Marketing 68 (October 2004): 142-156.
14. "Innovation Becoming Higher Priority in Global Companies," press release, The Conference Board, June 30, 2004.
15. "Mastering Innovation: Exploiting Ideas for Profitable Growth," Part 3 of the Global Benchmark Study, Deloitte Research, March 2004.
16. "The McKinsey Global Survey of Business Executives," November 2004, www.mckinseyquarterly.com. (A McKinsey Quarterly survey of 16,476 global business executives.)
17. See K.L. Keller, "Strategic Brand Management: Building, Measuring, and Managing Brand Equity," 2nd ed. (Upper Saddle River, New Jersey: Prentice Hall, 2003).