Access the full text.
Sign up today, get DeepDyve free for 14 days.
Sandy Jap, E. Anderson (2003)
Safeguarding Interorganizational Performance and Continuity Under Ex Post OpportunismManag. Sci., 49
R. Morgan, S. Hunt (1994)
The Commitment-Trust Theory of Relationship MarketingJournal of Marketing, 58
David Johnson (2014)
A Theory of CooperATion And CompeTiTion
D. Dougherty (1989)
Interpretive barriers to successful product innovation
Zhixing Xiao, A. Tsui (2007)
When Brokers May Not Work: The Cultural Contingency of Social Capital in Chinese High-tech FirmsAdministrative Science Quarterly, 52
B. Erdogan, R. Liden, Maria Kraimer (2006)
Justice and Leader-Member Exchange: The Moderating Role of Organizational Culture, 49
Judy Siguaw, P. Simpson, T. Baker (1998)
Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship: The Distributor PerspectiveJournal of Marketing, 62
T. Tyler, P. Degoey, Heather Smith (1996)
Understanding why the justice of group procedures matters: A test of the psychological dynamics of the group-value model.Journal of Personality and Social Psychology, 70
H. Aldrich (1979)
Organizations and Environments
Eric Fang, Robert Palmatier, L. Scheer, Ning Li (2008)
Trust at Different Organizational LevelsJournal of Marketing, 72
Helena Yli-Renko, R. Janakiraman (2008)
How Customer Portfolio Affects New Product Development in Technology-Based Entrepreneurial FirmsJournal of Marketing, 72
Raymond Sparrowe, R. Liden, Sandy Wayne, Maria Kraimer (2001)
Social Networks and the Performance of Individuals and GroupsAcademy of Management Journal, 44
Indre Maurer, M. Ebers (2006)
Dynamics of Social Capital and Their Performance Implications: Lessons from Biotechnology Start-upsAdministrative Science Quarterly, 51
Benjamin Engel (2016)
Social Dominance An Intergroup Theory Of Social Hierarchy And Oppression
Bernard Jaworski, Ajay Kohli (1993)
Market Orientation: Antecedents and ConsequencesJournal of Marketing, 57
Martin Gargiulo, M. Benassi (2000)
Trapped in Your Own Net? Network Cohesion, Structural Holes, and the Adaptation of Social CapitalOrganization Science, 11
Brian Murtha, Goutam Challagalla, Ajay Kohli (2011)
The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team MembersManag. Sci., 57
P. Chisnall (2007)
Mail and Internet Surveys: The Tailored Design MethodJournal of Advertising Research, 47
Janine Nahapiet, S. Ghoshal (1998)
Social Capital, Intellectual Capital, and the Organizational AdvantageAcademy of Management Review, 23
Diane Rulke, J. Galaskiewicz (2000)
Distribution of Knowledge, Group Network Structure, and Group PerformanceManagement Science, 46
(2006)
Cutthroat cooperation: asymmetrical adaptation of team reward structures
Hong-seok Oh, G. Labianca, Myung-Ho Chung (2006)
A Multilevel Model of Group Social CapitalAcademy of Management Review, 31
S. Raudenbush, A. Bryk (1992)
Hierarchical Linear Models: Applications and Data Analysis Methods
Yochi Cohen-Charash, Paul Spector (2001)
The Role of Justice in Organizations: A Meta-AnalysisOrganizational Behavior and Human Decision Processes, 86
Patricia Doney, Joseph Cannon (1997)
An Examination of the Nature of Trust in Buyer–Seller Relationships:Journal of Marketing, 61
A. Tekleab, R. Takeuchi, M. Taylor (2005)
Extending the Chain of Relationships Among Organizational Justice, Social Exchange, and Employee Reactions: The Role of Contract ViolationsAcademy of Management Journal, 48
G. Walker, B. Kogut, W. Shan (1997)
Social Capital, Structural Holes and the Formation of an Industry NetworkOrganization Science, 8
Hong-seok Oh, Myung-Ho Chung, G. Labianca (2004)
Group Social Capital and Group Effectiveness: The Role of Informal Socializing TiesAcademy of Management Journal, 47
B. Beersma, J. Hollenbeck, Stephen Humphrey, Henry Moon, Donald Conlon, Daniel Ilgen (2003)
Cooperation, Competition, and Team Performance: Toward a Contingency ApproachAcademy of Management Journal, 46
R. Sitgreaves (1979)
Psychometric theory (2nd ed.).Psyccritiques, 24
JF Hair, WC Black, BJ Babin, RE Anderson (2010)
Multivariate data analysis
M. Ketokivi, X. Castañer (2004)
Strategic Planning as an Integrative DeviceAdministrative Science Quarterly, 49
Y. Wind, T. Robertson (1983)
Marketing Strategy: New Directions for Theory and ResearchJournal of Marketing, 47
K. Klein, Amy Conn, D. Smith, Joann Sorra (2001)
Is everyone in agreement? An exploration of within-group agreement in employee perceptions of the work environment.The Journal of applied psychology, 86 1
Q. Roberson (2006)
Justice in teams : The activation and role of sensemaking in the emergence of justice climatesOrganizational Behavior and Human Decision Processes, 100
Robert Palmatier (2008)
Interfirm Relational Drivers of Customer ValueJournal of Marketing, 72
Douglas Hughes, J. Bon, Adam Rapp (2013)
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skillsJournal of the Academy of Marketing Science, 41
Q. Roberson, Ian Williamson (2012)
Justice in Self-Managing Teams: The Role of Social Networks in the Emergence of Procedural Justice Climates, 55
Douglas Vorhies, R. Morgan, Chad Autry (2009)
Product-market strategy and the marketing capabilities of the firm: impact on market effectiveness and cash flow performanceSouthern Medical Journal, 30
J. Thibaut, L. Walker (1976)
Procedural Justice: A Psychological Analysis
G. Litwin, Rob Stringer (1968)
Motivation and Organizational Climate
Eileen Fischer, A. Reuber (2004)
Contextual antecedents and consequences of relationships between young firms and distinct types of dominant exchange partnersJournal of Business Venturing, 19
R. Meyers (1992)
Managing With Power: Politics and Influence in OrganizationsThe Executive, 6
Wenpin Tsai, S. Ghoshal (1998)
Social Capital and Value Creation: The Role of Intrafirm NetworksAcademy of Management Journal, 41
J. Hair, W. Black, Barry Babin, Rolph Anderson (2009)
Multivariate Data Analysis (7th ed.
Xi Zou, P. Ingram (2011)
Bonds and boundaries: Network structure, organizational boundaries, and job performanceOrganizational Behavior and Human Decision Processes, 120
R. Gulati (1995)
Social Structure and Alliance Formation Patterns: A Longitudinal AnalysisAdministrative Science Quarterly, 40
Fred Mael, Blake Ashforth (1992)
Alumni and their alma mater: A partial test of the reformulated model of organizational identificationJournal of Organizational Behavior, 13
TR Tyler, RJ Bies (1990)
Applied social psychology and organizational settings
(2001)
Justice at the millennium : a metaanalytic review of 25 years of justice research
E. Jones, Steven Brown, A. Zoltners, Barton Weitz (2005)
The Changing Environment of Selling and Sales ManagementJournal of Personal Selling & Sales Management, 25
Tim Rowley (1997)
Moving Beyond Dyadic Ties: A Network Theory of Stakeholder InfluencesAcademy of Management Review, 22
Robert Ruekert, O. Walker (1987)
Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical EvidenceJournal of Marketing, 51
Lawrence Crosby, K. Evans, D. Cowles (1990)
Relationship Quality in Services Selling: An Interpersonal Influence Perspective:Journal of Marketing, 54
(1986)
Identifying principles of interactional justice : The case of corporate recruiting
M. Ahearne, Son Lam, Florian Kraus (2014)
Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social CapitalSouthern Medical Journal, 35
Jerald Greenberg (1988)
Equity and Workplace Status: A Field ExperimentJournal of Applied Psychology, 73
D. Knippenberg, C. Dreu, A. Homan (2004)
Work group diversity and group performance: an integrative model and research agenda.The Journal of applied psychology, 89 6
JS Coleman (1988)
Social capital in the creation of human capitalThe American Journal of Sociology, 94
JC Nunnally (1978)
Psychometric theory
DW Vorhies, RE Morgan, CW Autry (2009)
Product-market strategy and the marketing capabilities of the firm: impact on market effectiveness and cash flow performanceStrategic Management Journal, 30
Frank Cespedes (1995)
Concurrent Marketing: Integrating Product, Sales, and Service
Valerie Rosenblatt (2012)
Hierarchies, Power Inequalities, and Organizational CorruptionJournal of Business Ethics, 111
Michelle Steward, B. Walker, M. Hutt, Ajith Kumar (2010)
The coordination strategies of high-performing salespeople: internal working relationships that drive successJournal of the Academy of Marketing Science, 38
T. Ustüner, D. Godes (2006)
Better sales networks.Harvard business review, 84 7-8
M. Tushman (1978)
Technical Communication in R & D Laboratories: The Impact of Project Work CharacteristicsAcademy of Management Journal, 21
Robert Palmatier, R. Dant, Dhruv Grewal, K. Evans (2006)
Factors Influencing the Effectiveness of Relationship Marketing: A Meta-AnalysisJournal of Marketing, 70
J. Smith, D. Barclay (1997)
The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner RelationshipsJournal of Marketing, 61
D. Dougherty (1992)
Interpretive Barriers to Successful Product Innovation in Large FirmsOrganization Science, 3
D. Dearborn, H. Simon (1958)
Selective perception: A note on the departmental identifications of executives., 21
Ajay Menon, Bernard Jaworski, Ajay Kohli (1997)
Product quality: Impact of interdepartmental interactionsJournal of the Academy of Marketing Science, 25
R. Walton (1969)
Organizational Context and Interdepartmental Conflict.Administrative Science Quarterly, 14
(2012)
Perceived marketingsales relationship effectives: a matter of justice
Harley Krohmer, Christian Homburg, J. Workman (2002)
Should marketing be cross-functional? Conceptual development and international empirical evidenceJournal of Business Research, 55
Bill McEvily, A. Zaheer (1999)
Bridging ties: a source of firm heterogeneity in competitive capabilitiesStrategic Management Journal, 20
P. Lawrence, J. Lorsch (1967)
Differentiation and Integration in Complex OrganizationsAdministrative Science Quarterly, 12
Nataša Golubovi (2010)
NETWORK STRUCTURE OF SOCIAL CAPITAL
Mark Granovetter (1973)
The Strength of Weak TiesAmerican Journal of Sociology, 78
J. Workman, Christian Homburg, Kjell Gruner (1998)
Marketing Organization: An Integrative Framework of Dimensions and DeterminantsJournal of Marketing, 62
Peter Moran (2005)
Structural vs. relational embeddedness: social capital and managerial performanceSouthern Medical Journal, 26
T. Li, R. Calantone (1998)
The Impact of Market Knowledge Competence on New Product Advantage: Conceptualization and Empirical ExaminationJournal of Marketing, 62
Christian Homburg, O. Jensen, Harley Krohmer (2008)
Configurations of Marketing and Sales: A TaxonomyJournal of Marketing, 72
D. Bosse, R. Phillips, J. Harrison (2009)
Stakeholders, Reciprocity, and Firm PerformanceSouthern Medical Journal, 30
Kristof Wulf, G. Odekerken-Schröder, D. Iacobucci (2001)
Investments in Consumer Relationships: A Cross-Country and Cross-Industry ExplorationJournal of Marketing, 65
P. Adler, Seok-Woo Kwon (2002)
Social Capital: Prospects for a New ConceptAcademy of Management Review, 27
Carrie Leana, H. Buren (1999)
Organizational Social Capital and Employment PracticesAcademy of Management Review, 24
P Moran (2005)
Structural vs. relational embeddedness: social capital and managerial performanceStrategic Management Journal, 26
J. Maanen, S. Barley (1982)
Occupational Communities: Culture and Control in OrganizationsResearch in Organizational Behavior
Christian Homburg, J. Workman, Harley Krohmer (1999)
Marketing's Influence within the FirmJournal of Marketing, 63
Belinda Dewsnap, D. Jobber (2000)
The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual FrameworkJournal of Personal Selling & Sales Management, 20
Douglas Hughes, Joël Bon, A. Malshe (2012)
The Marketing–Sales Interface at the Interface: Creating Market-Based Capabilities through Organizational SynergyJournal of Personal Selling & Sales Management, 32
Christian Homburg, J. Workman, O. Jensen (2002)
A Configurational Perspective on Key Account ManagementJournal of Marketing, 66
R. Burt (1997)
The contingent value of social capital.Administrative Science Quarterly, 42
Timothy Smith, S. Gopalakrishna, Rabikar Chatterjee (2006)
A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales InterfaceJournal of Marketing Research, 43
DA Bosse, RA Philips, JS Harrison (2009)
Stakeholders, reciprocity, and firm performanceStrategic Management Journal, 30
F. Fukuyama (1995)
Social Capital and the Global EconomyForeign Affairs, 74
Barton Weitz, Kevin Bradford (1999)
Personal selling and sales management: A relationship marketing perspectiveJournal of the Academy of Marketing Science, 27
S. Chung, Harbir Singh, Kyungmook Lee (2000)
Complementarity, status similarity and social capital as drivers of alliance formationStrategic Management Journal, 21
JG March, HA Simon (1958)
Organizations
B. Wiesenfeld, W. Swann, J. Brockner, Caroline Bartel (2007)
Is More Fairness Always Preferred? Self-Esteem Moderates Reactions to Procedural JusticeAcademy of Management Journal, 50
Christian Homburg, O. Jensen (2007)
The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?Journal of Marketing, 71
S. Birley (1985)
The Role of Networks in the Entrepreneurial ProcessJournal of Business Venturing, 1
Stephen Tax, Stephen Brown, Murali Chandrashekaran (1998)
Customer Evaluations of Service Complaint Experiences: Implications for Relationship MarketingJournal of Marketing, 62
Patricia Riley (1983)
A Structurationist Account of Political CultureAdministrative Science Quarterly, 28
W. Strahle, Rosann Spiro, F. Acito (2013)
Marketing and Sales: Strategic Alignment and Functional ImplementationJournal of Personal Selling and Sales Management
W. Powell, K. Koput, Laurel Smith‐Doerr (1996)
Interorganizational Collaboration and the Locus of Innovation: Networks of Learning in Biotechnology.Administrative Science Quarterly, 41
S. Venkataraman, A. Ven, J. Buckeye, R. Hudson (1990)
Starting up in a turbulent environment: A process model of failure among firms with high customer dependenceJournal of Business Venturing, 5
Tuba Üstüner, D. Iacobucci (2012)
Does Intraorganizational Network Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency PerspectiveJournal of Personal Selling & Sales Management, 32
Neil Morgan, E. Anderson, Vikas Mittal (2005)
Understanding Firms’ Customer Satisfaction Information UsageJournal of Marketing, 69
D. Rouziès, E. Anderson, Ajay Kohli, Ronald Michaels, Barton Weitz, A. Zoltners (2005)
Sales and Marketing Integration: A Proposed FrameworkJournal of Personal Selling & Sales Management, 25
T. Tyler, R. Bies (2015)
Beyond Formal Procedures: The Interpersonal Context of Procedural Justice
Soumyananda Dinda (2007)
Social Capital in the Creation of Human Capital and Economic Growth: A Productive Consumption ApproachMacroeconomics: Consumption
Martin Gargiulo, G. Ertug, C. Galunic (2009)
The Two Faces of Control: Network Closure and Individual Performance among Knowledge WorkersAdministrative Science Quarterly, 54
Building on social capital theory, we view the marketing and sales interface as a set of inter-group ties and investigate how cross-functional relationships may facilitate the development of social capital associated with value creation. Our findings suggest that social capital embedded in marketing and sales relationships can inhibit a firm’s performance depending on the characteristics of its customers. Our results also demonstrate that managing the marketing and sales interface at different levels of customer concentration is critical to the success of a firm’s performance.
Journal of the Academy of Marketing Science – Springer Journals
Published: Mar 2, 2014
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.