955
Views
9
CrossRef citations to date
0
Altmetric
Papers

A negative side of outsourcing marketing functions and market-based learning process

, &
Pages 471-486 | Received 12 Jan 2011, Accepted 21 Jan 2011, Published online: 24 Aug 2011

References

  • Agarwal , R. and Prasad , J. 1997 . The role of innovation characteristics and perceived voluntariness in the acceptance of information technologies . Decision Science , 28 : 557 – 582 .
  • Anderson , J. and Gerbing , D. 1988 . Structural equation modeling in practice: A review and recommended two step approach . Psychological Bulletin , 103 : 411 – 423 .
  • Bagozzi , R.P. and Yi , Y. 1988 . On the evaluation of structural equation models . Journal of the Academy of Marketing Science , 16 ( Spring ) : 74 – 97 .
  • Baker , W.E. and Sinkula , J.M. 1999 . The synergistic effect of market orientation and learning orientation on organizational performance . Journal of the Academy of Marketing Science , 27 : 411 – 427 .
  • Bell , S.J. , Whitwell , G.J. and Lukas , B.A. 2002 . Schools of thought in organizational learning . Journal of the Academy of Marketing Science , 30 ( 1 ) : 70 – 86 .
  • Carlson , B. 1989 . Flexibility & theory of the firm . International Journal of Industrial Organization , 7 ( 1 ) : 179 – 203 .
  • Chonko , L.B. , Jones , E. , Roberts , J.A. and Dubinsky , A.J. 2002 . The role of environmental turbulence, readiness for change, and salesperson learning in the success of sales force change . Journal of Personal Selling and Sales Management , 22 : 227 – 238 .
  • Day , G.S. 1994 . Continuous learning about markets . California Management Review , 36 ( 4 ) : 9 – 31 .
  • Day , G.S. 1996 . Using the past as a guide to the future: Reflections on the history of the Journal of Marketing . Journal of Marketing , 60 ( 1 ) : 14 – 16 .
  • Day , G.S. 2002 . Managing the market learning process . Journal of Business & Industrial Marketing , 17 : 240 – 252 .
  • Farrell , M.A. 2000 . Developing a market‐oriented learning organization . Australian Journal of Management , 25 ( 2 ) : 201 – 222 .
  • Finlay , P.N. and King , R.M. 1999 . IT sourcing: A research framework . International Journal of Technology Management , 17 ( 1/2 ) : 109 – 128 .
  • Garbarino , E. and Johnson , M.S. 1999 . The different roles of satisfaction, trust, and commitment in customer relationships . Journal of Marketing , 63 ( April ) : 70 – 87 .
  • Grant , R.M. 1991 . The resource-based theory of competitive advantage: Implications for strategy formulation . California Management Review , 33 : 114 – 133 .
  • Grant , R.M. 1996 . Prospering in dynamically-competitive environments, organizational capability as knowledge integration . Organizational Science , 7 : 375 – 387 .
  • Griffin , A. and Page , A.L. 1993 . An interim report on measuring product development success and failure . Journal of Product and Innovation Management , 10 : 291 – 308 .
  • Grover , V. , Teng , J.T.C. and Cheon , M.J. 1998 . “ Towards a theoretically-based contingency model of information systems outsourcing ” . In Strategic sourcing of information systems , Edited by: Willcocks , L.P. and Lacity , M.C . 79 – 101 . Chichester : John Wiley & Sons Ltd .
  • Hanssens , D.M. 2002 . Information-driven marketing strategy . International Journal of Medical Marketing , 2 : 219 – 224 .
  • Huber , G. 1991 . Organizational learning: The contributing processes and the literatures . Organization Science , 2 ( 1 ) : 88 – 115 .
  • Hult , G.T. 1998 . Managing the international strategic sourcing process as a market driven organizational learning system . Decision Science , 29 ( 1 ) : 193 – 216 .
  • Hunt , S.D. and Morgan , R.M. 1995 . The comparative advantage theory of competition . Journal of Marketing , 59 ( April ) : 1 – 15 .
  • Hunt , S.D. and Morgan , R.M. 1996 . The resource-advantage theory of competition: Dynamics, path dependencies, and evolutionary dimensions . Journal of Marketing , 60 ( October ) : 107 – 114 .
  • Jöreskog , K. and Sörbom, , D. 2002 . LISREL8.54: Structural equation modelling with the SIMPLIS command language , Mahwah, NJ : Lawrence Erlbaum Associates .
  • Kliem , R.L. 1999 . Managing the risks of outsourcing agreements . Information Systems Management , : 91 – 93 . Summer
  • Lam , Y. and Jack , L. 2001 . Toward reconceptualizing organizational learning: A multidimensional interpretation . International Journal of Educational Management , 15 : 212 – 219 .
  • Lewis, B. (2001, December). The craft of CRM. InfoWorld, p. 46
  • Lim , K.H. and Benbasat , I. 2002 . The influence of multimedia on improving the comprehension of organizational information . Journal of Management Information Systems , 19 ( 1 ) : 99 – 128 .
  • Loh , L. and Venkatraman , N. 1992 . Diffusion of information technology outsourcing: Influence sources and the Kodak effect . Information Systems Research , 3 : 334 – 358 .
  • McFarlan , F.W. and Nolan , R.L. 1995 . How to manage an IT outsourcing alliance . Sloan Management Review , 36 ( 2 ) : 9 – 23 .
  • Moore , G.C. and Benbasat , I. 1991 . Development of an instrument to measure the perceptions of adopting an information technology innovation . Information Systems Research , 2 : 192 – 222 .
  • Moorman , C. 1995 . Organizational market information processes: Cultural antecedents and new product outcomes . Journal of Marketing Research , 32 : 318 – 335 .
  • Moorman , C. and Miner , A.S. 1997 . The impact of organizational memory on new product performance and creativity . Journal of Marketing Research , 34 ( 1 ) : 91 – 106 .
  • Moorman , C. and Miner , A.S. 1998 . The convergence of planning and execution: Improvisation in new product development . Journal of Marketing , 62 ( July ) : 1 – 20 .
  • Moorman , C. and Rust , R.T. 1999 . The role of marketing . Journal of Marketing , 63 ( Special issue ) : 180 – 197 .
  • Morgan , R. and Hunt , S.D. 1994 . The commitment–trust theory of relationship marketing . Journal of Marketing , 58 ( 3 ) : 20 – 38 .
  • Narver , J.C. and Slater , S.F. 1990 . The effect of a market orientation on business profitability . Journal of Marketing , 54 ( October ) : 20 – 35 .
  • Noble , C.H. , Sinha , R.K. and Kumar , A. 2002 . Market orientation and alternative strategic orientation: A longitudinal assessment of performance implications . Journal of Marketing , 66 ( October ) : 25 – 39 .
  • Nunnally , J.C. and Bernstein , I.H. 1994 . Psychometric theory , 3rd ed. , New York : McGraw-Hill .
  • Peppers , D. , Rogers , M. and Dorf , B. 1999 . Is your company ready for one-to-one marketing? . Harvard Business Review , 77 ( 1 ) : 151 – 160 .
  • Plouffe , C.R. , Hulland , J.S. and Vandenbosch , M. 2001 . Richness versus parsimony in modeling technology adoption decisions: Understanding merchant adoption of a smart card-based payment system . Information Systems Research , 12 : 208 – 222 .
  • Quinn , J.B. 1999 . Strategic outsourcing: Leveraging knowledge capabilities . Sloan Management Review , 40 ( 4 ) : 9 – 22 .
  • Quinn , J.B. and Hilmer , F.G. 1994 . Strategic outsourcing . Sloan Management Review , 35 ( 4 ) : 43 – 55 .
  • Rindfleisch , A. and Moorman , C. 2001 . The acquisition and utilization of information in new product alliances: A strength of ties perspective . Journal of Marketing , 65 ( 2 ) : 1 – 18 .
  • Scheier, R.L. (1997). Businesses outsourcing more, but less thrilled with results. Retrieved October 7, 2001, from http://www.computerworld.com/cwi/story/0,1199,NAV47_STO7029,00.html
  • Simonin , B.L. 1997 . The importance of collaborative know-how: An empricial test of the learning organization . Academy of Management Journal , 40 ( 5 ) : 1150 – 1174 .
  • Sinkula , J.M. 1994 . Market information processing and organizational learning . Journal of Marketing , 58 ( January ) : 35 – 45 .
  • Sinkula , J.M. 2002 . Market-based success, organizational routines, and unlearning . Journal of Business & Industrial Marketing , 17 : 253 – 269 .
  • Sinkula , J.M. , Baker , W.E. and Noordewier , T. 1997 . A framework for market-based organizational learning: Linking values, knowledge, and behavior . Journal of the Academy of Marketing Science , 25 : 305 – 318 .
  • Slater , S.F. and Narver , J.C. 1995 . Market orientation and the learning organization . Journal of Marketing , 59 ( July ) : 63 – 74 .
  • Srivastava , R. , Shervani , T.A. and Fahey , L. 1999 . Marketing, business processes and shareholder value: An organizationally embedded view of marketing activities and the discipline of marketing . Journal of Marketing , 63 ( Special issue ) : 168 – 179 .
  • Thompson , R.L. , Higgins , C.A. and Howell , J.M. 1991 . Personal computing: Toward a conceptual model of utilization . MIS Quarterly , 15 : 124 – 143 .
  • Tuominen , M. , Möller , K. and Rajala , A. 1997 . “ Marketing capability: A nexus of learning-based resources and a preresquisite for marketing orientation ” . Warwick, UK : Warwick Business School . Proceedings of 26th EMAC conference (pp. 1220–1240)
  • VandeWalle , D. , Cron , W.L. and Slocum , J.W. Jr. 2001 . The role of goal orientation following performance feedback . Journal of Applied Psychology , 86 : 629 – 640 .
  • Vermeulen , F. and Barkema , H. 2001 . Learning through acquistions . Academy of Management Journal , 44 ( 3 ) : 457 – 476 .
  • Vorhies , D.W. and Morgan , N.A. 2003 . A configuration theory assessment of marketing organization fit with business strategy and its relationship with marketing performance . Journal of Marketing , 67 ( 1 ) : 100 – 115 .
  • Wedell , A. and Hempeck , D. 1987 . Sales force automation – here and now . Journal of Personal Selling and Sales Management , 7 ( 2 ) : 11 – 16 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.