Marketing logics for competitive advantage?

European Journal of Marketing

Volumn 43, Issue 3-4, 2009, Pages 523-550

  Tollin, Karin ^a   Jones, Richard ^a  

^a Department of International Economics and Management   (Denmark)

Author keywords

Competitive advantage; Logic; Marketing; Senior management

Indexed keywords

EID: 69849105577     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560910935569     Document Type: Article

References (111)

1. Aaker, D.A. and Joachimsthaler, E. (2002), Brand Leadership, The Free Press, New York, NY.
2. Abell, D.F. (1999), Competing today while preparing for tomorrow, Sloan Management Review, Vol. 40, pp. 73-81.
3. Ambler, T. (2000), Marketing and the Bottom Line, Pearson Education, London.
4. Andreasen, A.R. (2006), Social Marketing in the 21st Century, Sage Publications, Thousand Oaks, CA.
5. Armistead, C. and Meakins, M. (2002), A framework for practicing knowledge management, Long Range Planning, Vol. 35, pp. 49-71.
6. Autahene-Gima, K. (2005), Resolving the capability-rigidity paradox in new product innovation, Journal of Marketing, Vol. 69, pp. 61-83.
7. Baker, W.E. and Sinkula, J.M. (2005), Market orientation and the new product paradox, Journal of Product Innovation Management, Vol. 22, pp. 483-502.
8. Balmer, J.M.T. and Gray, E.R. (1999), Corporate identity and corporate communications: creating a strategic advantage, Corporate Communications: An International Journal, Vol. 4 No. 4, pp. 171-6.
9. Barbara, V.P. (1996), Meeting of minds, American Demographics, Vol. 18, pp. 48-55.
10. Barzun, J. and Graff, H.E. (1977), The Modern Researcher, Harcourt Brace Jovanovich, New York, NY.
11. Bateson, J.E.G. (1992), Managing Services Marketing, The Dryden Press, Orlando, FL.
12. Berry, L.L. (1983), Relationship marketing, in Berry, L.L., Shostack, G.L. and Upah, G.D. (Eds), American Marketing Association, Chicago, IL, pp. 25-38.
13. Bettis, R. and Prahalad, C.K. (1995), The dominant logic: retrospective and extension, Strategic Management Journal, Vol. 16, pp. 5-14.
14. Bettis, R. and Wong, S.-S. (2003), Dominant logic, knowledge creation, and managerial choice, in Easterby-Smith, M. and Lyles, M.A. (Eds), The Blackwell Handbook of Organizational Learning and Knowledge Management, Blackwell, London, pp. 356-71.
15. Bogner, W.C. and Barr, P.S. (2000), Making sense in hypercompetitive environments: a cognitive explanation for the persistence of high velocity competition, Organization Science, Vol. 11 No. 2, pp. 212-26.
16. Brown, S.L. and Eisenhardt, K.M. (1998), Competing on the Edge: Strategy as Structured Chaos, Harvard Business School Press, Cambridge, MA.
17. Carley, K. and Palmquist, M. (1992), Extracting, representing, and analysing mental models, Social Forces, Vol. 70, pp. 601-36.
18. Chermack, T. (2003), Mental models in decision making and implications for human resource development, Advances in Developing Human Resources, Vol. 5, pp. 408-22.
19. Christensen, C.M. (1997), Innovator's Dilemma, Harvard Business School Press, Boston, MA.
20. D'Aveni, R.A. (1995), Coping with hypercompetition: utilizing the new 7S's framework, Academy of Management Executive, Vol. 9 No. 3, pp. 45-60.
21. Daft, R.L. and Weick, K.E. (1984), Toward a Model of organizations as interpretation systems, Academy of Management Review, Vol. 9 No. 2, pp. 284-95.
22. Daniels, K., Johnson, G. and de Chernatony, L. (2002), Task and institutional influences on managers' mental models of competition, Organization Studies, Vol. 23 No. 1, pp. 31-62.
23. Davenport, T. and Prusak, L. (1998), Working Knowledge: How Organizations Manage What They Know, Harvard Business School Press, Boston, MA.
24. Davenport, T.H., Leibold, M. and Voelpel, S. (2006), Strategic Management in the Innovation Economy, Wiley, Erlangen.
25. Day, G. (2002), Managing the market learning process, The Journal of Business & Industrial Marketing, Vol. 17, pp. 240-52.
26. Day, G. (1994), The capabilities of market driven organizations, Journal of Marketing, Vol. 58 No. 4, pp. 37-52.
27. Day, G. and Schoemaker, S. (2004), Driving through the fog: managing at the edge, Long Range Planning, Vol. 37, pp. 127-42.
28. Doyle, P. (2000), Value-based Marketing: Marketing Strategies for Corporate Growth and Shareholder Value, Wiley, Chichester.
29. Dutton, J. (1993), Interpretations on automatic: a different view of strategic issue diagnosis, Journal of Management Studies, Vol. 30 No. 3, pp. 339-57.
30. Dutton, J.E. and Duncan, R.B. (1987), The creation of momentum for change through the process of strategic issue diagnosis, Strategic Management Journal, Vol. 8, pp. 279-95.
31. Dutton, J.E., Fahey, L. and Narayanan, V.K. (1983), Toward understanding strategic issue diagnosis, Strategic Management Journal, Vol. 4, pp. 307-23.
32. Earl, M. (2001), Knowledge management strategies: toward a taxonomy, Journal of Management Information Systems, Vol. 18, pp. 215-33.
33. Eisenhardt, K.M. and Martin, J.A. (2000), Dynamic capabilities: what are they?, Strategic Management Journal, Vol. 21, pp. 1105-21.
34. Fiske, S.T. and Taylor, S.E. (1991), Social Cognition, 2nd ed., McGraw-Hill, New York, NY.
35. Ford, D. (1997), Understanding Business Markets: Interactions, Relationships and Networks, 2nd ed., Academic Press/Harcourt Brace and Co., London.
36. Gieskes, J., Hyland, P. and Chapman, R. (2002), Continuous product innovation - learning behaviours and knowledge management, International Journal of Entrepreneurship and Innovation Management, Vol. 2, pp. 485-500.
37. Gilbert, D. (2003), Retail Marketing Management, 2nd ed., Financial Times Prentice-Hall, London.
38. Gioia, D.A. and Chittipeddi, K. (1991), Sensemaking and sensegiving in strategic change initiation, Strategic Management Journal, Vol. 12, pp. 433-48.
39. Gioia, D.A. and Thomas, J.B. (1996), Identity, image and issue interpretation: sensemaking during strategic change in academia, Administrative Science Quarterly, Vol. 41, pp. 370-403.
40. Glaser, B.G. and Strauss, A.L. (1967), The Discovery of Grounded Theory, Aldine Publishing, Chicago, IL.
41. Gold, A., Malhotra, A. and Segars, A. (2001), Knowledge management: an organizational capabilities perspective, Journal of Management Information Systems, Vol. 18, pp. 185-214.
42. Grönroos, C. (1996), Relationship marketing: strategic and tactical implications, Management Decisions, Vol. 34 No. 3, pp. 5-14.
43. Gummesson, E. (1995), Relationship Marketing from 4P to 30R, Liber Hermods, Malmo.
44. Hodgkinson, G.P. (2001), Cognitive processes in strategic management: some emerging trends and future directions, in Andersen, N.R., Ones, D.S., Sinangil, H.K. and Viswesvaran, C. (Eds), Handbook of Industrial, Work and Organizational Psychology, 2nd ed., Sage Publications, London, pp. 416-40.
45. Holt, D.B. (2004), How Brands Become Icons: The Principles of Cultural Branding, Harvard Business School Press, Boston, MA.
46. Homburg, C., Workman, J.P. and Jensen, O. (2000), Fundamental changes in marketing organization; the movement toward a customer-focused organizational structure, Journal of the Academy of Marketing Science, Vol. 28, pp. 459-78.
47. Homburg, C., Workman, J.P. and Krohmer, H. (1999), Marketing's influence within the firm, Journal of Marketing, Vol. 63, pp. 1-17.
48. Hooley, G.J., Greenley, G.E., Cadogan, J.W. and Fahy, J. (2005), The performance impact of marketing resources, Journal of Business Research, Vol. 58, pp. 18-27.
49. Iansiti, M. and Clark, K. (1994), Integration and dynamic capability: evidence from product development in automobiles and mainframe computers, Industrial and Corporate Change, Vol. 3, pp. 587-605.
50. Isabella, L. (1990), Evolving interpretations as a change unfolds: how managers construe key organizational events, Academy of Management Journal, Vol. 33, pp. 17-41.
51. Janesick, V.J. (1994), The dance of qualitative research design, in Denzin, N.K. and Lincoln, Y.S. (Eds), Handbook of Qualitative Research, Sage Publications, Thousand Oaks, CA, pp. 209-19.
52. Kapferer, J.-N. (2004), The New Strategic Brand Management: Creating and Sustaining Brand Equity Long Term, Kogan Page, London.
53. Karp, T. (2005), Unpacking the mysteries of change: mental modelling, Journal of Change Management, Vol. 5, pp. 87-96.
54. Keller, K.L. (2003), Strategic Brand Management: Building, Measuring and Managing Brand Equity, Pearson Education, Upper Saddle River, NJ.
55. Keisler, S. and Sproull, L. (1982), Managerial response to changing environments: perspectives on problem sensing from social cognition, Administrative Science Quarterly, Vol. 27, pp. 548-70.
56. Kim, W.C. and Mauborgne, R. (1997), Value innovation: the strategic logic of high growth, Harvard Business Review, Vol. 75 No. 1, pp. 103-12.
57. Kim, W.C. and Mauborgne, R. (2005), Blue Ocean Strategy, Harvard Business School Press, Boston, MA.
58. Kotler, P. (1972), A generic concept of marketing, Journal of Marketing, Vol. 36, pp. 46-54.
59. Kotler, P., Roberto, N. and Lee, N. (2002), Social Marketing, Sage Publications, Thousand Oaks, CA.
60. Krepapa, A. and Berthon, P. (2003), Making meaning: interpretive diversity and market learning - a model and propositions, Marketing Theory, Vol. 3, pp. 187-208.
61. Lee, H. and Choi, B. (2003), Knowledge management enablers, processes, and organizational performance: an integrative view and empirical examination, Journal of Management Information Systems, Vol. 20 No. 1, pp. 179-228.
62. Leonard-Barton, D. (1992), Core capabilities and core rigidities: a paradox in managing new product development, Strategic Management Journal, Vol. 13, pp. 111-25.
63. Leonard-Barton, D. (1995), Wellsprings of Knowledge: Building and Sustaining the Sources of Innovation, Harvard Business School Press, Boston, MA.
64. Lovelock, C.H. (1992), Managing Services, Prentice-Hall, London.
65. McCracken, G. (1988), The Long Interview, Sage Publications, Newbury Park, CA.
66. McIntyre, S.H. and Sutherland, M. (2002), A critical analysis into the accumulation of marketing knowledge at the level of the firm, Marketing Theory, Vol. 2 No. 4, pp. 403-18.
67. March, J.G. (1991), Exploration and exploitation in organizational learning, Organization Science, Vol. 2 No. 1, pp. 71-87.
68. Miles, M.B. and Huberman, M. (1994), Qualitative Data Analysis, 2nd ed., Sage Publications, Thousand Oaks, CA.
69. Mintzberg, H. (1973), The Nature of Managerial Work, Harper & Row, New York, NY.
70. Noble, C.H., Sinha, R.K. and Kumar, A. (2002), Market orientation and alternative strategic orientations: a longitudinal assessment of performance implications, Journal of Marketing, Vol. 66 No. 4, pp. 25-39.
71. Mudambi, S. (2002), Branding importance in business-to-business markets: three buyer clusters, Industrial Marketing Management, Vol. 31, pp. 525-33.
72. Mulhern, F.J. (1997), Retail marketing: from distribution to integration, International Journal of Research in Marketing, Vol. 14 No. 2, pp. 103-24.
73. Nonaka, I. and Takeuchi, H. (1995), The Knowledge Creating Company, Oxford University Press, Oxford.
74. Ottensmeyer, E.J. and Dutton, J.E. (1989), Interpreting environments and taking action: types and characteristics of strategic issue management systems, in Snow, C.C. (Ed.), Organization Design and Human Resource Management, JAI Press, Greenwich, CT, pp. 203-31.
75. Palmer, A. (1996), Integrating brand development and relationship marketing, Journal of Retailing and Consumer Services, Vol. 3 No. 4, pp. 351-7.
76. Pan, S.L. and Scarbrough, H. (1999), Knowledge management in practice: an exploratory case study, Technology Analysis & Strategic Management, Vol. 11, pp. 359-74.
77. Prahalad, C.K. (2004), The blinders of dominant logic, Long Range Planning, Vol. 37, pp. 171-9.
78. Prahalad, C.K. and Bettis, R.A. (1986), The dominant logic: a new linkage between diversity and performance, Strategic Management Journal, Vol. 7, pp. 485-501.
79. Prahalad, C.K. and Ramaswamy, V. (2004), The Future of Competition, Harvard Business School Press, Boston, MA.
80. Psychology & Marketing (2001), Psychology & Marketing, Vol. 18 No. 5, Special Issue.
81. Quélin, B. (1997), Appropriation and the creation of new capabilities through strategic alliances, in Sanchez, R. and Aimé, H. (Eds), Strategic Learning and Knowledge Management, Wiley, New York, NY, pp. 139-62.
82. Rosa, J.A. (2001), Embodied-concept use in sense making by marketing managers, Psychology & Marketing, Vol. 18 No. 5, pp. 445-74.
83. Rossiter, J.R. (2001), What is marketing knowledge? Stage I: forms of marketing knowledge, Marketing Theory, Vol. 1 No. 1, pp. 9-26.
84. Sanchez, R. and Heene, A. (1996), A systems view of the firm in competence based competition, in Sanchez, R., Heene, A. and Howard, T. (Eds), Dynamics of Competence Based Competition, Pergamon Press, Oxford, pp. 39-62.
85. Sanchez, R. and Heene, A. (2004), The New Strategic Management, Wiley, Chichester.
86. Schein, E.H. (1985), Organizational Culture and Leadership, Jossey-Bass, San Francisco, CA.
87. Senge, P. (1990), The Fifth Discipline: The Art & Practice of The Learning Organization, Currency Doubleday, New York, NY.
88. Shrivastava, P. and Mitroff, I. (1983), Frames of reference managers use: a study in applied sociology of knowledge, Advances in Strategic Management, Vol. 1, pp. 161-82.
89. Silverman, D. (1995), Interpreting Qualitative Data, Sage Publications, Thousand Oaks, CA.
90. Silverman, D. (2000), Doing Qualitative Research, Sage Publications, Thousand Oaks, CA.
91. Smith, W.K. and Tushman, M.L. (2005), Managing strategic contradictions: a top management model for managing innovation streams, Organization Science, Vol. 16 No. 5, pp. 522-36.
92. Spradley, J.P. (1979), The Ethnographic Interview, Holt Rinehart and Winston, Austin, TX.
93. Stacey, R. (2003), Strategic Management and Organizational Dynamics, 3rd ed., Prentice-Hall, Englewood Cliffs, NJ.
94. Strauss, A. and Corbin, J. (1990), Basics of Qualitative Research: Grounded Theory Procedures and Techniques, Sage Publications, Newbury Park, CA.
95. Tauber, E.M. (1974), How marketing research discourages major innovation, Business Horizons, Vol. 17 No. 3, pp. 22-6.
96. Teece, D.J., Pisano, G. and Shuen, A. (1997), Dynamic capabilities and strategic management, Strategic Management Journal, Vol. 18 No. 7, pp. 509-33.
97. Thomas, J., Clarke, S. and Gioia, D.A. (1993), Strategic sensemaking and organizational performance: linkages among scanning, interpretation, action and outcomes, Academy of Management Journal, Vol. 26, pp. 239-70.
98. Tyler, B. and Gnyawali, D. (2002), Mapping manager's market orientations regarding new product success, The Journal of Product Innovation Management, Vol. 19, pp. 259-76.
99. Vargo, S. and Lusch, R. (2004), Evolving to a new dominant logic for marketing, Journal of Marketing, Vol. 68 No. 1, pp. 1-17.
100. Verona, G. (1999), A resource based view on product development, Academy of Management Review, Vol. 24, pp. 132-42.
101. Von Krogh, G., Nonaka, I. and Aben, M. (2001), Making the most of your company's knowledge, Long Range Planning, Vol. 34, pp. 421-39.
102. Walsh, J.P. (1995), Managerial and organizational cognition: notes from a trip down memory lane, Organization Science, Vol. 6 No. 3, pp. 280-321.
103. Webster, F.E. (1997), The future role of marketing in the organization, in Lehmann, D.R. and Jocz, K.E. (Eds), Reflections on the Futures of Marketing, Marketing Science Institute, Cambridge, MA, pp. 39-66.
104. Weick, K.E. (1979), The Social Psychology of Organizing, Addison Wesley, Reading, MA.
105. Weick, K.E. (1995), Sensemaking in Organizations, Sage Publications, Thousand Oaks, CA.
106. Weick, K.E. (1999), Theory constructions disciplined reflexivity: tradeoffs in the 90s, Academy of Management Review, Vol. 24 No. 4, pp. 797-806.
107. Wierenga, B. (2002), On academic marketing knowledge and marketing knowledge that marketing managers use for decision making, Marketing Theory, Vol. 2 No. 4, pp. 355-62.
108. Wind, Y. (2005), Marketing as an engine of business growth: a cross-functional perspective, Journal of Business Research, Vol. 58, pp. 863-73.
109. Yin, R.K. (1994), Case Study Research: Design and Methods, Sage Publications, Thousand Oaks, CA.
110. Zeithaml, V.A. and Bitner, M.J. (1996), Services Marketing, McGraw-Hill, New York, NY.
111. Zeithaml, V.A. and Bitner, M.J. (2000), Services Marketing - Integrating Customer Focus across the Firm, McGraw-Hill, New York, NY.