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Articles 1 - 8 of 8
Full-Text Articles in Business
Dispersion Of Marketing Capabilities: Impact On Marketing’S Influence And Business Unit Outcomes, Michael T Krush, Ravipreet Sohi, Amit Saini
Dispersion Of Marketing Capabilities: Impact On Marketing’S Influence And Business Unit Outcomes, Michael T Krush, Ravipreet Sohi, Amit Saini
Department of Marketing: Faculty Publications
The marketing function of firms continues to evolve into many configurations, including the dispersion of marketing capabilities. This study evaluates the effects on the marketing function’s influence when marketing capabilities are dispersed across multiple boundaries. Using a sample of marketing executives, we study the effects of two forms of marketing capabilities dispersion: intra-organizational dispersion and inter-organizational dispersion. We examine the impact of these forms on marketing’s perceived influence within the firm. We also investigate marketing’s influence on customer responsiveness, along with three distal outcomes: marketing strategy implementation success, relationship portfolio effectiveness, and business unit performance. Our findings reveal that marketing’s …
What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi
What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groundwork, Transfer and Follow-up stages. Our process-based model explicates the specific activities at each stage that are needed to develop and execute marketing strategies successfully, the sequence in which …
The Role Of Relational Knowledge Stores In Interfirm Partnering, Jean L. Johnson, Ravipreet S. Sohi, Rajdeep Grewal
The Role Of Relational Knowledge Stores In Interfirm Partnering, Jean L. Johnson, Ravipreet S. Sohi, Rajdeep Grewal
Department of Marketing: Faculty Publications
Drawing on the notions of relational capabilities and absorptive capacity, the authors examine the effects of interactional, functional, and environmental knowledge stores on relationship quality and relationship portfolio effectiveness. The results suggest that the knowledge stores affect the outcome variables differently and that the effects vary by levels of industry turbulence.
The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi
The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
This study investigated factors within the firm that encourage organizational learning activities. The authors suggest that when the appropriate factors are present, the firm will more likely engage in learning activities integral in the development of interfirm partnering competence. The conditions for building partnering competence are found in the firm's culture and climate in the form of learning intent, receptivity, and transparency. In addition, the authors suggested that learning-related activities would generate some positive influence on specific interfirm relationships (IFRs). The authors tested these ideas on data from a multiindustry mail survey. Results largely conformed to expectations. The platform variables, …
It Competency And Firm Performance: Is Organizational Learning A Missing Link?, Michael J. Tippins, Ravipreet S. Sohi
It Competency And Firm Performance: Is Organizational Learning A Missing Link?, Michael J. Tippins, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
Many companies have developed strategies that include investing heavily in information technology (IT) in order to enhance their performance. Yet, this investment pays off for some companies but not others. This study proposes that organization teaming plays a significant role in determining the outcomes of IT. Drawing from resource theory and IT literature, the authors develop the concept of IT competency. Using structural equations modeling with data collected from managers in 271 manufacturing firms, they show that organizational learning plays a significant role in mediating the effects of IT competency on firm performance.
The Influence Of Firm Dispositions On Interfirm Relationship Formation In Business Markets, Jean L. Johnson, Ravipreet S. Sohi
The Influence Of Firm Dispositions On Interfirm Relationship Formation In Business Markets, Jean L. Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
The central premise of this paper is that firm level characteristics or behavioral traits, referred to as predispositions, influence how the firm behaves and interacts in its interfirm relationships (EFRs). This augments traditional approaches that focus on the intra-relationship perspective and/or on environmental influences on the relationship. Firm predispositions of strategic intent and relational proclivity are expected to individually, and in combination, increase the extent of connectedness between partners in interfirm relationships. In turn, through connectedness, they affect relationship effectiveness in terms of reciprocity, information exchange, and cooperation. Results indicated that the predispositions increased connectedness, but combinational effects were not …
Interest Domination As A Framework For Exploring Channel Changes In Transitional Economies, Debra Dahab, James W. Gentry, Ravipreet S. Sohi
Interest Domination As A Framework For Exploring Channel Changes In Transitional Economies, Debra Dahab, James W. Gentry, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
Changes in political and economic power can affect channel structures and decisions. Western channel models may not be useful for understanding the process of change in Central and East European transforming economies. This discussion suggests that channels in transforming economies may be controlled by groups or networks of people with mutual interests, a phenomenon the authors call interest domination. The article examines interest domination by managers, Communist cadres, and other party elite in two transforming economies and describes how structural and behavioral components of command economies might be conducive to interest domination of marketing channels. Propositions for explaining the political, …
Dual Diffusion: Analysis And Implications For Sales Force Management, Madhavan Parthasarathy, Ravipreet S. Sohi, Ronald D. Hampton
Dual Diffusion: Analysis And Implications For Sales Force Management, Madhavan Parthasarathy, Ravipreet S. Sohi, Ronald D. Hampton
Department of Marketing: Faculty Publications
Retail resistance to an innovation can hamper its supply to consumers, thereby influencing product adoption behavior. Given this, a dual diffusion process consisting of both retail and consumer adoption is more appropriate in today's dynamic marketplace. Sales emphasis by manufacturers can strongly influence retail and consumer adoption behaviors, which would be reflected in the shapes of their respective patterns. In this paper, the authors examine the nature of retail adoption and its impact, both positive and negative, on consumer adoption. Following this, they present a strategic framework that lays out the sales management implications of the dual diffusion process.