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.

Divisions: College of Business and Social Sciences > 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
ISBN: 978-961-240211-2
PURE Output Type: Conference contribution
Published Date: 2011
Authors: Dewsnap, Belinda
Farrell, Andrew (ORCID Profile 0000-0002-5903-3611)
Boso, Nathaniel

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