324
Views
6
CrossRef citations to date
0
Altmetric
Papers

Conditions of departmental power: a strategic contingency exploration of marketing's customer-connecting role

&
Pages 160-178 | Received 07 Mar 2012, Accepted 16 Oct 2012, Published online: 22 Feb 2013

References

  • Aiken , L. and West , S. 1991 . Multiple regression testing and interpreting interactions , Newbury Park, CA : Sage .
  • Armstrong , J.S. and Overton , T.S. 1977 . Estimating nonresponse bias in mail surveys . Journal of Marketing Research , 14 : 396 – 402 .
  • Astley , W.G. and Sachdeva , P.S. 1984 . Structural sources of intraorganizational power: A theoretical synthesis . Academy of Management Review , 9 : 104 – 113 .
  • Atuahene-Gima , K. and Li , H. 2000 . Marketing's influence tactics in new product development: A study of high technology firms in China . Journal of Product Innovation Management , 17 : 451 – 470 .
  • Barney , J. 1991 . Firm resources and sustained competitive advantage . Journal of Management , 17 : 99 – 120 .
  • Brown , R.D. and Hauenstein , N.M.A. 2005 . Interrater agreement reconsidered: An alternative to the RWG indices . Organizational Research Methods , 8 : 165 – 184 .
  • Brown , S.W. , Webster , F.E.J. , Steenkamp , J.-B.E.M. and Wilkie , W.L. 2005 . Marketing renaissance: Opportunities and imperatives for improving marketing thought, practice, and infrastructure listen and act differently . Journal of Marketing , 69 ( 4 ) : 1 – 25 .
  • Carney , M. 1998 . The competitiveness of networked production: The role of trust and asset specificity . Journal of Management Studies , 35 : 457 – 479 .
  • Chin , W.W. 1998 . “ The partial least squares approach to structural equation modeling ” . In Modern methods for business research , Edited by: Marcoulides , G.A. 295 – 336 . Mahwah, NJ : Lawrence Erlbaum Associates .
  • Churchill , G.A. 1979 . A paradigm for developing better measures of marketing constructs . Journal of Marketing Research , 16 : 64 – 73 .
  • Colton , D.A. , Roth , M.S. and Bearden , W.O. 2010 . Drivers of international e-tail performance: The complexities of orientations and resources . Journal of International Marketing , 18 ( 1 ) : 1 – 22 .
  • Day , G.S. 1994 . The capabilities of market-driven organizations . Journal of Marketing , 58 ( 4 ) : 37 – 52 .
  • Deshpandé , R. and Farley , J.U. 1998 . Measuring market orientation: Generalization and synthesis . Journal of Market Focused Management , 2 : 213 – 232 .
  • Ellis , P.D. 2006 . Market orientation and performance: A meta-analysis and cross-national comparisons . Journal of Management Studies , 43 : 1089 – 1107 .
  • Engelen , A. 2011 . Which department should have more influence on organization-level decisions? A strategy-dependent analysis . Journal of Strategic Marketing , 19 : 229 – 254 .
  • Ferris , G.R. , Perrewé , P.L. , Anthony , W.P. and Gilmore , D.C. 2000 . Political skill at work . Organizational Dynamics , 28 ( 4 ) : 25 – 37 .
  • Finkelstein , S. 1992 . Power in top management teams: Dimensions, measurement, and validation . Academy of Management Journal , 35 : 505 – 538 .
  • Fisher , R.J. , Maltz , E. and Jaworski , B.J. 1997 . Enhancing communication between marketing and engineering: The moderating role of relative functional identification . Journal of Marketing , 61 ( 3 ) : 54 – 70 .
  • Fornell , C. and Larcker , D.F. 1981 . Evaluating structural equation models with unobservable variables and measurement error . Journal of Marketing Research , 18 : 39 – 50 .
  • French , J.R.P. and Raven , B. 1959 . “ The bases of social power ” . In Group dynamics , Edited by: Cartwright , D. and Zander , A. 607 – 623 . New York : Harper & Row .
  • Gebhardt , G.F. , Carpenter , G.S. and Sherry , J.F. 2006 . Creating a market orientation: A longitudinal, multifirm, grounded analysis of cultural transformation . Journal of Marketing , 70 ( 4 ) : 37 – 55 .
  • Griffith , D.A. and Lusch , R. 2007 . Getting marketers to invest in firm-specific capital . Journal of Marketing , 71 ( 1 ) : 129 – 145 .
  • Hair , J.F. , Anderson , R.E. , Tatham , R.L. and Black , W.C. 1998 . Multivariate data analysis , Upper Saddle River, NJ : Prentice Hall .
  • Harris , K.J. , Harris , R.B. and Brouer , R.L. 2009 . LMX and subordinate political skill: Direct and interactive effects on turnover intentions and job satisfaction . Journal of Applied Social Psychology , 39 : 2373 – 2395 .
  • Hinings , C.R. , Hickson , D.J. , Pennings , J.M. and Schneck , R.E. 1974 . Structural conditions of intraorganizational power . Administrative Science Quarterly , 19 : 22 – 44 .
  • Homburg , C. , Jensen , O. and Krohmer , H. 2008 . Configurations of marketing and sales: A taxonomy . Journal of Marketing , 72 ( 2 ) : 133 – 154 .
  • Homburg , C. , Schilke , O. and Reimann , M. 2009 . Triangulation von Umfragedaten in der Marketing- und Managementforschung . Die Betriebswirtschaft , 69 : 175 – 195 .
  • Homburg , C. , Workman , J.P. and Krohmer , H. 1999 . Marketing's influence within the firm . Journal of Marketing , 63 ( 2 ) : 1 – 17 .
  • Hulland , J. 1999 . Use of partial least squares (PLS) in strategic management research: A review of four recent studies . Strategic Management Journal , 20 : 195 – 204 .
  • James , L.R. , Demaree , R.G. and Wolf , G. 1984 . Estimating within-group interrater reliability with and without response bias . Journal of Applied Psychology , 69 : 85 – 98 .
  • Jarvis , C.B. , MacKenzie , S.B. and Podsakoff , P.M. 2003 . A critical review of construct indicators and measurement model misspecification in marketing and consumer research . Journal of Consumer Research , 30 : 199 – 218 .
  • Jaworski , B.J. 2011 . On managerial relevance . Journal of Marketing , 75 ( 4 ) : 211 – 224 .
  • Jaworski , B.J. and Kohli , A.K. 1993 . Market orientation: Antecedents and consequences . Journal of Marketing , 57 ( 3 ) : 53 – 70 .
  • Kirca , A.H. , Hult , G.T.M. , Mena , J.A. and Miller , J.C. 2011 . Firm-specific assets, multinationality, and financial performance: A meta-analytic review and theoretical integration . Academy of Management Journal , 54 : 47 – 72 .
  • Kirca , A.H. , Jayachandran , S. and Bearden , W.O. 2005 . Market orientation: A meta-analytic review and assessment of its antecedents and impact on performance . Journal of Marketing , 69 ( 2 ) : 24 – 41 .
  • Klein , S. , Frazier , G.L. and Roth , V.J. 1990 . A transaction cost analysis model of channel integration in international markets . Journal of Marketing Research , 27 : 196 – 208 .
  • Kohli , A.K. and Jaworski , B.J. 1990 . Market orientation: The construct, research propositions, and managerial implications . Journal of Marketing , 54 ( 2 ) : 1 – 18 .
  • Lamberti , L. and Noci , G. 2009 . Marketing power and CMO power: Could market orientation break the link? An exploratory case study . Journal of Strategic Marketing , 17 : 327 – 343 .
  • Liang , H. , Saraf , N. , Hu , Q. and Xue , Y. 2007 . Assimilation of enterprise systems: The effect of institutional pressures and the mediating role of top management . MIS Quarterly , 31 : 59 – 87 .
  • Lindell , M.K. and Whitney , D.J. 2001 . Accounting for common method variance in cross-sectional research designs . Journal of Applied Psychology , 86 : 114 – 121 .
  • Medcof , J.W. 2008 . The organizational influence of the chief technology officer . R&D Management , 38 : 406 – 420 .
  • Merlo , O. 2011 . The influence of marketing from a power perspective . European Journal of Marketing , 45 : 1152 – 1171 .
  • Merlo , O. and Auh , S. 2009 . The effects of entrepreneurial orientation, market orientation, and marketing subunit influence on firm performance . Marketing Letters , 20 : 295 – 311 .
  • Merlo , O. , Whitwell , G.J. and Lukas , B.A. 2004 . Power and marketing . Journal of Strategic Marketing , 12 : 207 – 218 .
  • Mintzberg , H. 1983 . Power in and around organizations , Englewood Cliffs, NJ : Prentice-Hall .
  • Moorman , C. and Rust , R.T. 1999 . The role of marketing . Journal of Marketing , 63 ( 4 ) : 180 – 197 .
  • Narver , J.C. and Slater , S.F. 1990 . The effect of a market orientation on business profitability . Journal of Marketing , 54 ( 4 ) : 20 – 35 .
  • Nath , P. and Mahajan , V. 2008 . Chief marketing officers: A study of their presence in firms' top management teams . Journal of Marketing , 72 ( 1 ) : 65 – 81 .
  • Nunnally , J.C. and Bernstein , I.H. 1994 . Psychometric theory , New York : McGraw-Hill .
  • O'Sullivan , D. and Abela , A.V. 2007 . Marketing performance measurement ability and firm performance . Journal of Marketing , 71 ( 2 ) : 79 – 93 .
  • Perrewé , P.L. , Zellars , K.L. , Ferris , G.R. , Rossi , A.M. , Kacmar , C.J. and Ralston , D.A. 2004 . Neutralizing job stressors: Political skill as an antidote to the dysfunctional consequences of role conflict . Academy of Management Journal , 47 : 141 – 152 .
  • Perrewé , P.L. , Zellars , K.L. , Rossi , A.M. and … Hochwarter , W.A. 2005 . Political skill: An antidote in the role overload-strain relationship . Journal of Occupational Health Psychology , 10 : 239 – 250 .
  • Peteraf , M.A. 1993 . The cornerstones of competitive advantage: A resource-based view . Strategic Management Journal , 14 : 179 – 191 .
  • Pfeffer , J. 1981 . Power in organizations , Boston, MA : Pitman .
  • Pfeffer , J. and Salancik , G. 1978 . The external control of organizations: A resource dependence perspective , New York : Harper and Row .
  • Podsakoff , P.M. , MacKenzie , S.B. , Lee , J.-Y. and Podsakoff , N.P. 2003 . Common method biases in behavioral research: A critical review of the literature and recommended remedies . Journal of Applied Psychology , 88 : 879 – 903 .
  • Porter , M.E. 1980 . Competitive strategy , New York : The Free Press .
  • Salancik , G.R. and Pfeffer , J. 1977 . Who gets power – and how they hold on to it: A strategic-contingency model of power . Organizational Dynamics , 5 ( 3 ) : 3 – 21 .
  • Snell , S.A. 1992 . Control theory in strategic human resource management: The mediating effect of administrative information . Academy of Management Journal , 35 : 292 – 327 .
  • Snell , S.A. and Dean , J.W. 1992 . Integrated manufacturing and human resource management: A human capital perspective . Academy of Management Journal , 35 : 467 – 504 .
  • Song , M. , Nason , R.W. and Di Benedetto , C.A. 2008 . Distinctive marketing and information technology capabilities and strategic types: A cross-national investigation . Journal of International Marketing , 16 ( 1 ) : 4 – 38 .
  • Sun , L. , Aryee , S. and Law , K. 2007 . High-performance human resource practices, citizenship behavior and organizational performance: A relational perspective . Academy of Management Journal , 50 : 558 – 577 .
  • Treadway , D.C. , Ferris , G.R. , Duke , A.B. , Adams , G.L. and Thatcher , J.B. 2007 . The moderating role of subordinate political skill on supervisors' impressions of subordinate ingratiation and ratings of subordinate interpersonal facilitation . Journal of Applied Psychology , 92 : 848 – 855 .
  • Treadway , D.C. , Hochwarter , W.A. , Kacmar , C.J. and Ferris , G.R. 2005 . Political will, political skill, and political behavior . Journal of Organizational Behavior , 26 : 229 – 245 .
  • Verhoef , P.C. and Leeflang , P. 2009 . Understanding the marketing department's influence within the firm . Journal of Marketing , 73 ( 2 ) : 14 – 37 .
  • Verhoef , P.C. , Leeflang , P.S.H. , Reiner , J. and … Saunders , J. 2011 . A cross-national investigation into the marketing department's influence within the firm: Toward initial empirical generalizations . Journal of International Marketing , 19 ( 3 ) : 59 – 86 .
  • Vorhies , D.W. and Morgan , N.A. 2005 . Benchmarking marketing capabilities for sustainable competitive advantage . Journal of Marketing , 69 ( 1 ) : 80 – 94 .
  • Widener , S.K. 2004 . An empirical investigation of the relation between the use of strategic human capital and the design of the management control system . Accounting, Organizations and Society , 29 : 377 – 399 .
  • Yan , A. and Gray , B. 2001 . Antecedents and effects of parent control in international joint ventures . Journal of Management Studies , 38 : 393 – 416 .

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.