Charismatic leadership as a driver of sales-marketing collaboration

Belinda Dewsnap; Andrew Farrell; Nathaniel Boso

Charismatic leadership as a driver of sales-marketing collaboration

Belinda Dewsnap
, Andrew Farrell
, Nathaniel Boso

Marketing and Entrepreneurship

Loughborough University
University of Leeds

Research output: Chapter in Book/Published conference output › Conference publication

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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 language	English
Title of host publication	EMAC 2011 : 40th annual EMAC conference
Subtitle of host publication	the day after - inspiration, innovation, implementation
Editors	Maja M. Brenčič, Tanja Dmitrović, Monika Lapanja, Ajda Seničar
Publication status	Published - 2011
Event	40th Annual European Marketing Academy Conference - Ljublana, Slovenia Duration: 24 May 2011 → 27 May 2011

Conference

Conference	40th Annual European Marketing Academy Conference
Abbreviated title	EMAC 2011
Country/Territory	Slovenia
City	Ljublana
Period	24/05/11 → 27/05/11

Keywords

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

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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.",

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booktitle = "EMAC 2011 : 40th annual EMAC conference",

note = "40th Annual European Marketing Academy Conference, EMAC 2011 ; Conference date: 24-05-2011 Through 27-05-2011",

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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/Published conference output › Conference publication

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 publication

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

T2 - 40th Annual European Marketing Academy Conference

Y2 - 24 May 2011 through 27 May 2011

ER -

Charismatic leadership as a driver of sales-marketing collaboration

Abstract

Conference

Keywords

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