Charismatic leadership as a driver of sales-marketing collaboration

Belinda Dewsnap, Andrew Farrell, Nathaniel Boso

Research output: Chapter in Book/Published conference outputConference publication


The purpose of this study is to develop an integrative framework for investigating the organizational consequences of marketing leadership. The new integrative framework employs the theories of charismatic leadership and organizational identification as foundation. Combining constructs and propositions from these two theories, and informed by initial insights from in-depth interview research, our proposed framework offers an holistic model to explore and explain how marketing leadership behaviours influence (1) relations between marketing and sales groups, and (2) consequent firm performance. The paper develops propositions and offers future research directions.
Original languageEnglish
Title of host publicationEMAC 2011 : 40th annual EMAC conference
Subtitle of host publicationthe day after - inspiration, innovation, implementation
EditorsMaja M. Brenčič, Tanja Dmitrović, Monika Lapanja, Ajda Seničar
Publication statusPublished - 2011
Event40th Annual European Marketing Academy Conference - Ljublana, Slovenia
Duration: 24 May 201127 May 2011


Conference40th Annual European Marketing Academy Conference
Abbreviated titleEMAC 2011


  • charismatic leadership
  • marketing leadership
  • organizational identification
  • relative functional identification
  • marketing and sales


Dive into the research topics of 'Charismatic leadership as a driver of sales-marketing collaboration'. Together they form a unique fingerprint.

Cite this