Exploring the relationship between market orientation and sales and marketing collaboration

Journal of Personal Selling and Sales Management

Volumn 31, Issue 3, 2011, Pages 287-296

  Le Meunier Fitzhugh, Kenneth ^a   Piercy, Nigel ^b  

^a UNIVERSITY OF EAST ANGLIA   (United Kingdom)

^b UNIVERSITY OF WARWICK   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 80051684662     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134310306     Document Type: Article

References (39)

1. Armstrong, J. Scott, and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys," Journal of Marketing Research, 14 (August), 396-402.
2. Behrman, Douglas N., and William D. Perreault, Jr. (1982), "Measuring the Performance of Industrial Salespersons," Journal of Business Research, 10 (3), 335-370.
3. Capon, Noel (2011), "Marketing: The Anchor for Sales" in The Oxford Handbook of Strategic Sales and Sales Management, David Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy, eds., Oxford: Oxford University Press, 571-595.
4. Corstjens, Judith, and Marcel Corstjens (1999), Store Wars, Chichester, UK: John Wiley & Sons.
5. De Dreu, Carsten K.W., and Laurie R. Weingart (2003), "Task Versus Relationship Confict, Team Performance, and Team Member Satisfaction: A Meta-Analysis," Journal of Applied Psychology, 88 (4), 741-749. (Pubitemid 37035434)
6. Dewsnap, Belinda, and David Jobber (2000), "The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework," Journal of Personal Selling & Sales Management, 20 (2), 109-119.
7. Evans, Kenneth R., and John L. Schlacter (1985), "The Role of Sales Managers and Salespeople in a Marketing Information Systems," Journal of Personal Selling & Sales Management, 5 (November), 49-55.
8. Fox, Christine M., K. Lynne Robinson, and Debra Boardley (1998), "Cost-Effectiveness of Follow-Up Strategies in Improving the Response Rate of Mail Surveys," Industrial Marketing Management, 27 (2), 127-133. (Pubitemid 128338638)
9. Harris, Lloyd C., and Emmanuel Ogbonna (2000), "The Responses of Front-Line Employees to Market-Oriented Culture Change," European Journal of Marketing, 34 (3-4), 318-340.
10. Homburg, Christian, and Ove Jensen (2007), "The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?" Journal of Marketing, 71 (3), 124-142.
11. Hult, G. Thomas M., David J. Ketchen, Jr., and Stanley F. Slater (2002), "A Longitudinal Study of the Learning Climate and Cycle Time in Supply Chains," Journal of Business and Industrial Marketing, 17 (4), 302-323.
12. Jones, Eli, Paul Busch, and Peter Dacin (2003) "Firm Market Orientation and Salesperson Customer Orientation: Interpersonal and Intrapersonal Infuences on Customer Service and Retention in Business-to-Business Buyer-Seller Relationships," Journal of Business Research, 56 (4), 323-340. (Pubitemid 36224079)
13. Kahn, Kenneth B. (1996), "Interdepartmental Integration: A Defnition with Implications for Product Development Performance," Journal of Product Innovation Management, 13 (2), 137-151. (Pubitemid 126348285)
14. Kohli, Ajay K., and Bernard J. Jaworski (1990), "Market Orientation: The Construct, Research Propositions, and Managerial Implications," Journal of Marketing, 54 (April), 1-18.
15. Kotler, Philip, Neil Rackham, and Suj Krishnaswamy (2006), "Ending the War Between Sales & Marketing," Harvard Business Review, 84 (7-8), 68-78. (Pubitemid 44076829)
16. Krohmer, Harley, Christian Homburg, and John P. Workman (2002), "Should Marketing Be Cross-Functional? Conceptual Development and International Empirical Evidence," Journal of Business Research, 55 (6), 451-465.
17. Le Meunier-FitzHugh, Kenneth, and Nigel F. Piercy (2007), "Does Collaboration Between Sales and Marketing Affect Business Performance?" Journal of Personal Selling & Sales Management, 27, 3 (Summer), 207-220.
18. Massey, Graeme R., and Philip L. Dawes (2007), "Personal Characteristics, Trust, Confict, and Effectiveness in Marketing/Sales Working Relationship," European Journal of Marketing, 41 (9-10), 1117-1145.
19. Menon, Anil, Sundar G. Bharadwaj, and Roy Howell (1996), "The Quality and Effectiveness of Marketing Strategy: Effects of Functional and Dysfunctional Confict in In-traorganizational Relationship," Journal of the Academy of Marketing Science, 24 (4), 299-313.
20. Morgan, Robert E., and Christopher R. Turnell (2003), "Market-Based Organisational Learning and Market Performance Gains," British Journal of Management, 14 (3), 255-274. (Pubitemid 37256364)
21. Moser, Claus. A., and Graham Kalton (1971), Survey Methods in Social Investigation, 2d ed., London: Heinemann.
22. Munn, Richard C. (1998), "Marketers Must Align Themselves with Sales," Marketing News (November 9), 3-5.
23. Narver, John C., and Stanley F. Slater (1990), "The Effect of a Market Orientation on Business Proftability," Journal of Marketing, 54 (October), 20-35.
24. Pallant, Julie (2004), SPSS Survival Manual: A Step by Step Guide to Data Analysis Using SPSS for Windows, Maidenhead, UK: Open University Press.
25. Piercy, Nigel F. (1986), "The Role and Function of the Chief Marketing Executive and the Marketing Department: A Study of Medium-Sized Companies in the UK," Journal of Marketing Management, 1 (3), 265-298.
26. -, David W. Cravens, and Nikala Lane (2009), "Sales Management Control Level Competencies: Antecedents and Consequences," Industrial Marketing Management, 38 (4), 469-467.
27. Rouzies, Dominque, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz, and Andris A. Zoltners (2005), "Sales and Marketing Integration: A Proposed Framework," Journal of Personal Selling & Sales Management, 15 (2), 113-122. (Pubitemid 41373075)
28. Ruekert, Robert W., and Orville C. Walker, Jr. (1987), "Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence," Journal of Marketing, 51 (January), 1-19.
29. Santos-Vijande, María L. María J. Sanzo-Pérez, Luis I. Álvarez-González, and Rodolfo Vázquez-Casielles (2005), "Organizational Learning and Market Orientation: Interface and Effects on Performance," Industrial Marketing Management, 34 (3), 187-202.
30. Schmonsees, Robert. J. (2006), Escaping the Black Hole: Minimizing the Damage from Marketing-Sales Disconnect, Mason, OH: Thomson South-Western.
31. Shapiro, Benson P. (1988), "What the Hell Is Market Oriented?" Harvard Business Review, 66 (6), 119-125.
32. -(2002), "Want a Happy Customer? Coordinate Sales and Marketing," Working Knowledge (October 28) (available at http://hbswk.hbs.edu/item/3154.html).
33. Siguaw, Judy. A., Gene Brown, and Robert E. Widing, II (1994), "The Infuence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes," Journal of Marketing Research, 16 (February), 106-116.
34. Slater, Stanley F. , and John C. Narver (1994), "Market Orientation, Customer Value, and Superior Performance," Business Horizons, 37 (March-April), 22-28. (Pubitemid 124008508)
35. -(2000), "The Positive Effect of a Market Orientation on Business Proftability: A Balanced Replication," Journal of Business Research, 48 (1), 69-73.
36. Slotegraaf, Rebecca J., and Peter R. Dickson (2004), "The Paradox of a Marketing Planning Capability," Journal of the Academy of Marketing Science, 32 (4), 371-385. (Pubitemid 39307863)
37. Song, Michael, Jinhong Xie, and Barbara Dyer (2000), "Antecedents and Consequences of Marketing Managers' Confict-Handling Behaviors," Journal of Marketing, 64 (1), 50-66.
38. Webster, Fredrick E., Jr. (1997), "The Future Role of Marketing in the Organization" in Refections on the Futures of Marketing 1997, Practice and Education, Donald R. Lehman and Katherine E. Jocz, eds., Cambridge, MA: Marketing Science Institute, 39-66.
39. Workman, John. P. , Jr., Christian Homburg, and Kjell Gruner (1998), "Marketing Organization: An Integrative Framework of Dimensions and Determinants," Journal of Marketing, 62 (July), 21-41. (Pubitemid 128348814)