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Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce
16 references·4 citing·46 second hop
Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce (2006)Integrating Marketing Intelligence Source…The Paradox of a Marketing Planning Capability (2004)The Paradox of a Marketing Pl…Business‐to‐business marketing (2004)Business‐to‐business marketingCompetitive intelligence in UK firms: a typology (2002)Competitive intelligence in U…Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications (2001)Sales Force Activities and Ma…Research/Technology Management (2000)Research/Technology ManagementFundamental Changes in Marketing Organization: The Movement toward a Customer-Focused Organizational Structure (2000)Fundamental Changes in Market…Redeployment of Brands, Sales Forces, and General Marketing Management Expertise Following Horizontal Acquisitions: A Resource-Based View (1999)Redeployment of Brands, Sales…Product Quality: Impact of Interdepartmental Interactions (1997)Product Quality: Impact of In…A Framework for Market-Based Organizational Learning: Linking Values, Knowledge, and Behavior (1997)A Framework for Market-Based …Marketing and Sales: Strategic Alignment and Functional Implementation (1996)Marketing and Sales: Strategi…Market Intelligence Dissemination across Functional Boundaries (1996)Market Intelligence Dissemina…The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Broadening the Concept of Marketing (1969)Broadening the Concept of Mar…The industrial salesman as a source of market information (1965)The industrial salesman as a …Conceptualizing an integrative typology of sales enablement strategy (2024)Conceptualizing an integrativ…The Effect of Knowledge Breadth and Depth on New Product Performance (2017)The Effect of Knowledge Bread…Strategic sales organizations: transformation challenges and facilitators within the sales–marketing interface (2009)Strategic sales organizations…Intraorganizational Knowledge Sharing Among Key Account Salespeople: The Impact on Buyer Satisfaction (2008)Intraorganizational Knowledge…Improving Performance: How to Manage the White Space on the Organization Chart (1990)Built to Last: Successful Habits of Visionary Companies (1995)Mastering the dynamics of innovation (1995)Providing Clarity and A Common Language to the “Fuzzy Front End” (2001)Managing Open Innovation (2004)Exploratory and Exploitative Learning in New Product Development: A Social Capital Perspective on New Technology Ventures in China (2007)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)The fifth discipline, the art and practice of the learning organization (1991)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)Learning orientation, firm innovation capability, and firm performance (2002)A framework of sustainable supply chain management: moving toward new theory (2008)The Social Psychology of Organizations. (1979)The Effect of a Market Orientation on Business Profitability (1990)Organizational culture and leadership (1993)How does adaptability drive firm innovativeness? (2002)Spurring Cross-Functional Integration for Higher New Product Performance: A Group Effectiveness Perspective* (2010)Understanding the drivers of international performance for born global firms: An integrated perspective (2014)A resource‐based view of the firm (1984)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Firm Resources and Sustained Competitive Advantage (1991)Review: The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions For Future Research1 (2004)Corporate Social Responsibility, Customer Satisfaction, and Market Value (2006)Exchange and Power in Social Life. (1965)The Commitment-Trust Theory of Relationship Marketing (1994)The Effects of Strategy Type on the Market Orientation–Performance Relationship (2000)The Contingent Value of Responsive and Proactive Market Orientations for New Product Program Performance* (2005)Cross-Functional “Coopetition”: The Simultaneous Role of Cooperation and Competition Within Firms (2006)Exchange and Power in Social Life (2017)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: Antecedents and Consequences (1993)A Configurational Perspective on Key Account Management (2002)How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices (2002)A Theories-in-Use Approach to Building Marketing Theory (2019)Dynamic capabilities and strategic management (1997)Linking routines to operations capabilities: A new perspective (2007)An assessment of the measurement of performance in international business research (2008)Linking marketing capabilities with profit growth (2009)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)The Comparative Advantage Theory of Competition (1995)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Developing Buyer-Seller Relationships (1987)Customer Satisfaction, Market Share, and Profitability: Findings From Sweden (1994)Customer Satisfaction, Market Share, and Profitability: Findings from Sweden (1994)
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References

  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 1993Market Orientation: Antecedents and Consequences4,340 cited
  • 1997A Framework for Market-Based Organizational Learning: Linking Values, Knowledge, and Behavior1,685 cited
  • 1969Broadening the Concept of Marketing1,048 cited
  • 2000Research/Technology Management999 cited
  • 1996Market Intelligence Dissemination across Functional Boundaries648 cited
  • 1999Redeployment of Brands, Sales Forces, and General Marketing Management Expertise Following Horizontal Acquisitions: A Resource-Based View606 cited
  • 2000Fundamental Changes in Marketing Organization: The Movement toward a Customer-Focused Organizational Structure416 cited
  • 1997Product Quality: Impact of Interdepartmental Interactions270 cited
  • 2004The Paradox of a Marketing Planning Capability216 cited
  • 2002Competitive intelligence in UK firms: a typology154 cited
  • 1996Marketing and Sales: Strategic Alignment and Functional Implementation91 cited
  • 2001Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications58 cited
  • 2004Business‐to‐business marketing

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52 cited
  • 1965The industrial salesman as a source of market information47 cited
  • Cited by

    • 2017The Effect of Knowledge Breadth and Depth on New Product Performance40 cited
    • 2009Strategic sales organizations: transformation challenges and facilitators within the sales–marketing interface33 cited
    • 2024Conceptualizing an integrative typology of sales enablement strategy14 cited
    • 2008Intraorganizational Knowledge Sharing Among Key Account Salespeople: The Impact on Buyer Satisfaction11 cited