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Cross-Functional Working Relationships in Marketing
16 references·16 citing·41 second hopsampled
Cross-Functional Working Relationships in Marketing (1995)Cross-Functional Working Relationships in…An Integrated Model of Buyer-Seller Relationships (1995)An Integrated Model of Buyer-…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…The Changing Role of Marketing in the Corporation (1992)The Changing Role of Marketin…Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships (1992)Network Dyads in Entrepreneur…Interpretive Barriers to Successful Product Innovation in Large Firms (1992)Interpretive Barriers to Succ…Matching People and Organizations: Selection and Socialization in Public Accounting Firms (1991)Matching People and Organizat…ORGANIZATIONAL DEMOGRAPHY: THE DIFFERENTIAL EFFECTS OF AGE AND TENURE DISTRIBUTIONS ON TECHNICAL COMMUNICATION. (1989)ORGANIZATIONAL DEMOGRAPHY: TH…Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence (1987)Marketing's Interaction with …Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Categorizing Strategic Issues: Links to Organizational Action (1987)Categorizing Strategic Issues…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…International Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982)International Marketing and P…Measuring and Assessing Organizations. (1981)Measuring and Assessing Organ…Attention and Self-Regulation : A Control-Theory Approach to Human Behavior (1981)Attention and Self-Regulation…Social penetration: The development of interpersonal relationships (1973)Social penetration: The devel…The social psychology of organizing (1969)The social psychology of orga…Chief marketing officer presence and firm performance: assessing conditions under which the presence of other C-level functional executives matters (2020)Chief marketing officer prese…The antecedents of cross-functional coordination and their implications for marketing adaptiveness (2016)The antecedents of cross-func…Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes (2014)Top management involvement wi…Reinventing the wheel? A critical view of demand-chain management (2014)Reinventing the wheel? A crit…Improving Distribution Service Performance Through Effective Production and Logistics Integration (2012)Improving Distribution Servic…Perceived marketing–sales relationship effectiveness: a matter of justice (2011)Perceived marketing–sales rel…An exploration of key connections within sales‐marketing interface (2011)An exploration of key connect…The Role of Information Technologies in Enhancing R&D-Marketing Integration: An Empirical Investigation (2010)The Role of Information Techn…The Effect of Interactional Fairness on the Performance of Cross‐Functional Product Development Teams: A Multilevel Mediated Model* (2009)The Effect of Interactional F…Strategic sales organizations: transformation challenges and facilitators within the sales–marketing interface (2009)Strategic sales organizations…How is marketers' credibility construed within the sales-marketing interface? (2009)How is marketers' credibility…A study of relationship effectiveness between marketing and sales managers in business markets (2006)A study of relationship effec…A Theory and Model of Business Alliance Success (2002)A Theory and Model of Busines…The Marketing–Finance Interface (2000)The Marketing–Finance Interfa…Superordinate Identity in Cross-Functional Product Development Teams: Its Antecedents and Effect on New Product Performance (2000)Superordinate Identity in Cro…Developing marketing competence and managing in networks: a strategic perspective (2000)Developing marketing competen…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)The Nature of the Firm (1937)Research in Organizational Behavior (1984)The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation (1991)Developing relationships in business networks (1995)The Comparative Advantage Theory of Competition (1995)Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)The Economic Institutions of Capitalism (1987)The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships (1997)The impact of customer satisfaction and relationship quality on customer retention: A critical reassessment and model development (1997)Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment (2000)External Control of Organizations: Resource Dependence Perspective (2011)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Trust and TAM in Online Shopping: An Integrated Model1 (2003)An Evolutionary Theory of Economic Change. (1983)Case Study Research: Design and Methods (1984)Searching for Common Threads: Understanding the Multiple Effects of Diversity in Organizational Groups (1996)What Makes Teams Work: Group Effectiveness Research from the Shop Floor to the Executive Suite (1997)Why Differences Make a Difference: A Field Study of Diversity, Conflict and Performance in Workgroups (1999)The Discovery of Grounded Theory (2017)Exploration and Exploitation in Organizational Learning (1991)A Dynamic Theory of Organizational Knowledge Creation (1994)Managing Legitimacy: Strategic and Institutional Approaches (1995)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)The benefits of being present: Mindfulness and its role in psychological well-being. (2003)The Power of Feedback (2007)SOME EXPLORATIONS IN INITIAL INTERACTION AND BEYOND: TOWARD A DEVELOPMENTAL THEORY OF INTERPERSONAL COMMUNICATION (1975)Trust in close relationships. (1985)A triangular theory of love. (1986)The New Governance: Governing without Government (1996)The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect (1996)Modes of Network Governance: Structure, Management, and Effectiveness (2007)Emotional Labor in Service Roles: The Influence of Identity (1993)Ethical leadership: A review and future directions (2006)
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References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1969The social psychology of organizing10,732 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1973Social penetration: The development of interpersonal relationships2,836 cited
  • 1992The Changing Role of Marketing in the Corporation2,773 cited
  • 1992Interpretive Barriers to Successful Product Innovation in Large Firms2,748 cited
  • 1992Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships2,651 cited
  • 1981Attention and Self-Regulation : A Control-Theory Approach to Human Behavior2,579 cited
  • 1991Matching People and Organizations: Selection and Socialization in Public Accounting Firms2,106 cited
  • 1995An Integrated Model of Buyer-Seller Relationships2,083 cited
  • 1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach1,943 cited
  • 1981Measuring and Assessing Organizations.1,648 cited
  • 1987Categorizing Strategic Issues: Links to Organizational Action1,599 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1987Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence

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1,065 cited
  • 1989ORGANIZATIONAL DEMOGRAPHY: THE DIFFERENTIAL EFFECTS OF AGE AND TENURE DISTRIBUTIONS ON TECHNICAL COMMUNICATION.1,052 cited
  • Cited by

    • 2000Superordinate Identity in Cross-Functional Product Development Teams: Its Antecedents and Effect on New Product Performance161 cited
    • 2002A Theory and Model of Business Alliance Success115 cited
    • 2010The Role of Information Technologies in Enhancing R&D-Marketing Integration: An Empirical Investigation83 cited
    • 2020Chief marketing officer presence and firm performance: assessing conditions under which the presence of other C-level functional executives matters72 cited
    • 2006A study of relationship effectiveness between marketing and sales managers in business markets66 cited
    • 2000Developing marketing competence and managing in networks: a strategic perspective62 cited
    • 2011Perceived marketing–sales relationship effectiveness: a matter of justice55 cited
    • 2014Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes55 cited
    • 2009The Effect of Interactional Fairness on the Performance of Cross‐Functional Product Development Teams: A Multilevel Mediated Model*54 cited
    • 2009How is marketers' credibility construed within the sales-marketing interface?51 cited
    • 2000The Marketing–Finance Interface45 cited
    • 2014Reinventing the wheel? A critical view of demand-chain management43 cited
    • 2011An exploration of key connections within sales‐marketing interface41 cited
    • 2012Improving Distribution Service Performance Through Effective Production and Logistics Integration39 cited
    • 2009Strategic sales organizations: transformation challenges and facilitators within the sales–marketing interface33 cited
    • 2016The antecedents of cross-functional coordination and their implications for marketing adaptiveness32 cited