Charismatic leadership as a driver of sales-marketing collaboration

Belinda Dewsnap, Andrew Farrell, Nathaniel Boso

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract

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

Conference

Conference40th Annual European Marketing Academy Conference
Abbreviated titleEMAC 2011
CountrySlovenia
CityLjublana
Period24/05/1127/05/11

Fingerprint

Marketing
Charismatic leadership
Firm performance
Organizational identification
Research directions
In-depth interviews
Leadership behavior

Keywords

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

Cite this

Dewsnap, B., Farrell, A., & Boso, N. (2011). Charismatic leadership as a driver of sales-marketing collaboration. In M. M. Brenčič, T. Dmitrović, M. Lapanja, & A. Seničar (Eds.), EMAC 2011 : 40th annual EMAC conference: the day after - inspiration, innovation, implementation
Dewsnap, Belinda ; Farrell, Andrew ; Boso, Nathaniel. / Charismatic leadership as a driver of sales-marketing collaboration. EMAC 2011 : 40th annual EMAC conference: the day after - inspiration, innovation, implementation. editor / Maja M. Brenčič ; Tanja Dmitrović ; Monika Lapanja ; Ajda Seničar. 2011.
@inproceedings{2bbe25731f4e41ee94733b170816ef0e,
title = "Charismatic leadership as a driver of sales-marketing collaboration",
abstract = "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.",
keywords = "charismatic leadership, marketing leadership, organizational identification, relative functional identification, marketing and sales",
author = "Belinda Dewsnap and Andrew Farrell and Nathaniel Boso",
year = "2011",
language = "English",
isbn = "978-961-240211-2",
editor = "Brenčič, {Maja M.} and Tanja Dmitrović and Monika Lapanja and Ajda Seničar",
booktitle = "EMAC 2011 : 40th annual EMAC conference",

}

Dewsnap, B, Farrell, A & Boso, N 2011, Charismatic leadership as a driver of sales-marketing collaboration. in MM Brenčič, T Dmitrović, M Lapanja & A Seničar (eds), EMAC 2011 : 40th annual EMAC conference: the day after - inspiration, innovation, implementation. 40th Annual European Marketing Academy Conference, Ljublana, Slovenia, 24/05/11.

Charismatic leadership as a driver of sales-marketing collaboration. / Dewsnap, Belinda; Farrell, Andrew; Boso, Nathaniel.

EMAC 2011 : 40th annual EMAC conference: the day after - inspiration, innovation, implementation. ed. / Maja M. Brenčič; Tanja Dmitrović; Monika Lapanja; Ajda Seničar. 2011.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

TY - GEN

T1 - Charismatic leadership as a driver of sales-marketing collaboration

AU - Dewsnap, Belinda

AU - Farrell, Andrew

AU - Boso, Nathaniel

PY - 2011

Y1 - 2011

N2 - 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.

AB - 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.

KW - charismatic leadership

KW - marketing leadership

KW - organizational identification

KW - relative functional identification

KW - marketing and sales

M3 - Conference contribution

SN - 978-961-240211-2

BT - EMAC 2011 : 40th annual EMAC conference

A2 - Brenčič, Maja M.

A2 - Dmitrović, Tanja

A2 - Lapanja, Monika

A2 - Seničar, Ajda

ER -

Dewsnap B, Farrell A, Boso N. Charismatic leadership as a driver of sales-marketing collaboration. In Brenčič MM, Dmitrović T, Lapanja M, Seničar A, editors, EMAC 2011 : 40th annual EMAC conference: the day after - inspiration, innovation, implementation. 2011