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Should marketing be cross-functional? Conceptual development and international empirical evidence

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  • Krohmer, Harley
  • Homburg, Christian
  • Workman, John P.

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  • Krohmer, Harley & Homburg, Christian & Workman, John P., 2002. "Should marketing be cross-functional? Conceptual development and international empirical evidence," Journal of Business Research, Elsevier, vol. 55(6), pages 451-465, June.
    • Handle: RePEc:eee:jbrese:v:55:y:2002:i:6:p:451-465
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    6. Kahn, Kenneth B. & Mentzer, John T., 1998. "Marketing's Integration with Other Departments," Journal of Business Research, Elsevier, vol. 42(1), pages 53-62, May.
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    8. Kevin B. Hendricks & Vinod R. Singhal, 1997. "Does Implementing an Effective TQM Program Actually Improve Operating Performance? Empirical Evidence from Firms That Have Won Quality Awards," Management Science, INFORMS, vol. 43(9), pages 1258-1274, September.
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    1. Gnizy, Itzhak & Cadogan, John W. & Oliveira, João S. & Nizam, Asmat, 2017. "The empirical link between export dispersion and export performance: A contingency-based approach," International Business Review, Elsevier, vol. 26(2), pages 239-249.
    2. Avlonitis George J., 2016. "Marketing Strategies and Tactics an a Period of Recession," Marketing of Scientific and Research Organizations, Sciendo, vol. 19(1), pages 21-32, March.
    3. Homburg, Christian & Alavi, Sascha & Rajab, Thomas & Wieseke, Jan, 2017. "The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 212-230.
    4. Andrea Lučić, 2020. "Measuring Sustainable Marketing Orientation—Scale Development Process," Sustainability, MDPI, vol. 12(5), pages 1-22, February.
    5. Oliveira, João S. & Yazdani, Nahid & Cadogan, John W. & Hodgkinson, Ian R. & Tsougkou, Eleni & Jean, Ruey-Jer “Bryan” & Story, Vicky M. & Boso, Nathaniel, 2018. "The empirical link between export entry mode diversity and export performance: A contingency- and institutional-based examination," Journal of Business Research, Elsevier, vol. 88(C), pages 505-512.
    6. Dannenbaum, Judith & Edinger-Schons, Laura Marie & Rese, Mario & Plötner, Olaf & Wieseke, Jan, 2020. "What Does it Take to Successfully Implement a Hybrid Offering Strategy? A Contingency Perspective," SMR - Journal of Service Management Research, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 4(2-3), pages 100-120.
    7. Juul Andersen, Torben, 2005. "The performance effect of computer-mediated communication and decentralized strategic decision making," Journal of Business Research, Elsevier, vol. 58(8), pages 1059-1067, August.
    8. Chimhanzi, Jacqueline & Morgan, Robert E., 2005. "Explanations from the marketing/human resources dyad for marketing strategy implementation effectiveness in service firms," Journal of Business Research, Elsevier, vol. 58(6), pages 787-796, June.
    9. Hodgkinson, Ian R. & Hughes, Paul & Arshad, Darwina, 2016. "Strategy development: Driving improvisation in Malaysia," Journal of World Business, Elsevier, vol. 51(3), pages 379-390.
    10. Malshe, Avinash, 2010. "How is marketers' credibility construed within the sales-marketing interface?," Journal of Business Research, Elsevier, vol. 63(1), pages 13-19, January.
    11. Rehme, Sarina & Rennhak, Carsten, 2011. "Marketing and sales: Successful peacekeeping," Reutlingen Working Papers on Marketing & Management 2011-11, Reutlingen University, ESB Business School.
    12. Andreas Fürst & Mika Gabrielsson & Peter Gabrielsson & Jana-Kristin Prigge, 2023. "The role of marketing in new ventures: How marketing activities should be organized in firms’ infancy," Journal of the Academy of Marketing Science, Springer, vol. 51(5), pages 966-989, September.
    13. Meziyet UYANIK & Cemal YÃœKSELEN, 2020. "The Other Side Of The Coin In An Organization - Wide Marketing Concept," Management Research and Practice, Research Centre in Public Administration and Public Services, Bucharest, Romania, vol. 12(1), pages 62-77, March.
    14. Rouziès, Dominique & Hulland, John & Barclay, Donald W, 2010. "Does marketing and sales integration always pay off? evidence from a social capital perspective," HEC Research Papers Series 933, HEC Paris.
    15. Guenzi, Paolo & Troilo, Gabriele, 2007. "The joint contribution of marketing and sales to the creation of superior customer value," Journal of Business Research, Elsevier, vol. 60(2), pages 98-107, February.
    16. Mohsen, Kholoud & Eng, Teck-Yong, 2016. "The antecedents of cross-functional coordination and their implications for marketing adaptiveness," Journal of Business Research, Elsevier, vol. 69(12), pages 5946-5955.
    17. Dirk Totzek & Sascha Alavi, 2010. "Professionalisierung des Preismanagements auf Business-to-Business-Märkten: Die Rolle der Marktorientierung und der Unternehmenskultur," Schmalenbach Journal of Business Research, Springer, vol. 62(5), pages 533-562, August.
    18. Yamashita, Yuko & 山下, 裕子 & Uehara, Wataru & 上原, 渉 & Fukutomi, Gen & 福冨, 言 & Sasaki, Masato & Fukuchi, Hiroyuki & 福地, 宏之, 2012. "Dynamism Inside The Mo Box: The Credibility Of Market Information As A Key Factor In Market Orientation," Hitotsubashi Journal of commerce and management, Hitotsubashi University, vol. 46(1), pages 65-79, October.
    19. Alexander Leischnig & Björn S. Ivens & Nadine Kammerlander, 2017. "A new conceptual lens for marketing: a configurational perspective based on the business model concept," AMS Review, Springer;Academy of Marketing Science, vol. 7(3), pages 138-153, December.
    20. Avlonitis George J. & Lionakis Konstantinos, 2015. "Marketing-Sales Interface and Organizational Competitiveness," Marketing of Scientific and Research Organizations, Sciendo, vol. 15(1), pages 59-76, March.
    21. Schelfhaudt, Kristin & Crittenden, Victoria L., 2005. "Specialist or generalist: Views from academia and industry," Journal of Business Research, Elsevier, vol. 58(7), pages 946-954, July.
    22. Paul Hughes & Ian R. Hodgkinson & Darwina Arshad & Mathew Hughes & Vitor Leone, 2018. "Planning to improvise? The role of reasoning in the strategy process: Evidence from Malaysia," Asia Pacific Journal of Management, Springer, vol. 35(2), pages 449-470, June.

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