Integrating marketing intelligence sources: Reconsidering the role of the salesforce

International Journal of Market Research

Volumn 48, Issue 6, 2006, Pages 699-716

  Le Meunier FitzHugh, Ken ^a   Piercy, Nigel ^b  

^a UNIVERSITY OF LONDON   (United Kingdom)

^b UNIVERSITY OF WARWICK   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33845583701     PISSN: 14707853     EISSN: None     Source Type: Journal    
DOI: 10.1177/147078530604800606     Document Type: Article

References (33)

1. Aaker, D.A. (2001) Strategic Market Management (6th edn). New York: Wiley.
2. Anderson, R.E., Dubinsky, A.J. & Mehta, R. (1999) Sales managers: marketing's best example of the Peter principle. Business Horizons, 42, January-February, pp. 19-26.
3. Armstrong, J.S. & Overton, T.S. (1977) Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14, August, pp. 396-402.
4. Capron, L. & Hulland, H. (1999) Redeployment of brands, sales forces, and general marketing management expertise following horizontal acquisitions: a resource-based view. Journal of Marketing, 63, April, pp. 41-54.
5. Churchill, G.A., Jr & Iacobucci, D. (2002) Marketing Research Methological Foundations (8th edn). Mason: South-Western.
6. Cross, J., Hartley, S.W., Rudelius, W. & Vassey, M.J. (2001) Sales force activities and marketing strategies in industrial firms: relationships and implications. Journal of Personal Selling and Sales Management, 21, 3, pp. 199-206.
7. Darmon, R.Y. (2002) Salespeople's management of customer information: impact on optimal territory and sales force size. European Journal of Operational Research, 137, 1, pp. 162-176.
8. Day, G.S. (1994) The capabilities of market-driven organizations. Journal of Marketing, 58, October, pp. 37-52.
9. Eisenhardt, K.M. (1989) Building theories from case study research. Academy of Management Review, 14, 4, pp. 532-550.
10. Evans, K.R. & Schlacter, J.L. (1985) The role of sales managers and salespeople in a marketing information system. Journal of Personal Selling and Sales Management, 5, November, pp. 49-55.
11. Festervand, T.A., Grove, S.J. & Reidenbach, R.E. (1988) The sales force as a marketing intelligence system. The Journal of Business and Industrial Marketing, 3, 1, pp. 53-59.
12. Grove, S.J., LaForge, M.C., Knowles, P.A. & Stone, L.H. (1992) Improving sales call reporting for better management decisions. Journal of Consumer Marketing, 9, 4, pp. 65-72.
13. Homburg, C., Workman, J.P., Jr & Jenson, O. (2000) Fundamental changes in marketing organization: the movement toward a customer-focused organizational structure. Journal of the Academy of Marketing Science, 28, 4, pp. 459-478.
14. Jaworski, B.J. & Kohli, A.K. (1993) Market orientation: antecedents and consequences. Journal of Marketing, 57, July, pp. 53-70.
15. Kotler, P. & Levy, S.J. (1969) Broadening the concept of marketing. Journal of Marketing, January, pp. 10-15.
16. Maltz, E. & Kohli, A.K. (1996) Market intelligence dissemination across functional boundaries. Journal of Marketing Research, 33, 1, pp. 47-61.
17. Menon, A., Jaworski, B.J. & Kohli, A.K. (1996) Product quality: impact of interdepartmental interaction. Journal of the Academy of Marketing Science, 25, 3, pp. 187-200.
18. Michel, D., Naude, P., Salle, R. & Valla, J.-P. (2003) Business-to-Business Marketing. Basingstoke: Palgrave Macmillan.
19. Moss, C. (1979) Industrial salesmen as a source of marketing intelligence. European Journal of Marketing, 13, 3, pp. 94-102.
20. Olson, E.M., Cravens, D.W. & Slater, S.F. (2001) Competitiveness and sales management: a marriage of strategies. Business Horizons, 44, March-April, 25-30.
21. Piercy, N.F. & Lane, N. (2005) Strategic imperatives for transformation in the conventional sales organization. Journal of Change Management, 5, 3, pp. 249-266.
22. Powell, T. & Allgaier, C. (1998) Enhancing sales and marketing effectiveness through competitive intelligence. Competitive Intelligence Review, 9, 4, pp. 29-41.
23. Ryans, A.B. & Weinberg, C.B. (1981) Sales force management: integrating research advances. California Management Review, 24, 1, pp. 75-90.
24. Sinkula, J.M., Baker, W.E. & Noordewier, T. (1997) A framework for market-based organisational learning: linking value, knowledge, and behaviour. Journal of the Academy of Marketing Science, 25, 4, pp. 305-318.
25. Slotegraaf, R.J. & Dickson, P.R. (2004) The paradox of a marketing planning capability. Journal of the Academy of Marketing Science, 32, 4, pp. 371-385.
26. Small and medium enterprise definitions (2004) http://www.sbs.gov.uk/ analytical/statistics/smedefs.php (accessed 30 July 2004).
27. Strahle, W.M., Spiro, R.L. & Actio, F. (1996) Marketing and sales: strategic alignment and functional implementation. Journal of Personal Selling and Sales Management, 16, 1, pp. 1-20.
28. Viswanathan, M. & Olson, E.M. (1992) The implementation of business strategies: implications for the sales function. Journal of Personal Selling and Sales Management, 21, 1, pp. 45-57.
29. Von Hippie, E. (1989) New product ideas from 'lead users'. Research Technology Management, 32, May/June, pp. 1-4.
30. Webster, F.E., Jr (1965) The industrial salesman as a source of market information. Business Horizons, 8, Spring, pp. 77-82.
31. Wood, V.R. & Tandon, S. (1994) Key components in product management success (and failure). Journal of Product and Brand Management, 3, 1, pp. 19-38.
32. Wright, S., Pickton, D.W. & Callow, J. (2002) Competitive intelligence in UK firms: a typology. Marketing Intelligence and Planning, 20, 6, pp. 349-360.
33. Yin, R.K. (2003) Case Study Research Design and Methods (3rd edn). Thousand Oaks: Sage Publications.