Charismatic leadership as a driver of sales-marketing collaboration

Dewsnap, Belinda, Farrell, Andrew and Boso, Nathaniel (2011). Charismatic leadership as a driver of sales-marketing collaboration. IN: EMAC 2011 : 40th annual EMAC conference. Brenčič, Maja M.; Dmitrović, Tanja; Lapanja, Monika and Seničar, Ajda (eds) UNSPECIFIED.


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.

Divisions: Aston Business School > Marketing & strategy research group
Aston Business School > Marketing & strategy
Event Title: 40th Annual European Marketing Academy Conference
Event Type: Other
Event Dates: 2011-05-24 - 2011-05-27
Uncontrolled Keywords: charismatic leadership,marketing leadership,organizational identification,relative functional identification,marketing and sales
Published Date: 2011
Authors: Dewsnap, Belinda
Farrell, Andrew ( 0000-0002-5903-3611)
Boso, Nathaniel



Version: Accepted Version

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