Denial at the top table: status attributions and implications for marketing

Senior marketing management is seldom represented on the Board of Directors nowadays, reflecting a deteriorating status of the marketing profession. We examine some of the key reasons for marketing’s demise, and discuss how the status of marketing may be restored by demonstrating the value of marketing to the business community. We attribute marketing’s demise to several related key factors: narrow typecasting, marginalisation and limited involvement in product development, questionable marketing curricula, insensitivity toward environmental change, questionable professional standards and roles, and marketing’s apparent lack of accountability to CEOs. Each of these leads to failure to communicate, create, or deliver value within marketing. We argue that a continued inability to deal with marketing’s crisis of representation will further erode the status of the discipline both academically and professionally

How within-person research can extend marketing knowledge

Much existing research in marketing examines theory using between-persons research designs, yet draws implications that are based on within-person causal logics. This mismatch is problematic in developing marketing knowledge, and in impacting marketing practice effectively. The present article discusses the importance of conducting within-person research in marketing, alongside suggesting marketing constructs that could benefit from within-person analyses. We provide details on how to conceptualize within-person theories, and compare them with the more common between-persons approach. Furthermore, a set of important methodological considerations and recommendations for designing within-person studies is elaborated on, and theoretical and empirical principles are applied to an empirical demonstration. The results show how theories and relationships can sometimes differ across levels, but in other instances can remain consistent. We draw out a set of important implications and directions for future marketing research, and encourage researchers to incorporate within-person approaches into their toolkit of theoretical and empirical methods

Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout

There is growing recognition that many salespeople frequently experience anxiety, which may impact salesperson mental health and well-being. Unfortunately, there is little empirical evidence on how to manage this situation. Using a longitudinal sample of 156 business-to-business salespeople, the present study examines the impact of sales anxiety on the key mental health outcome of burnout, alongside providing recommendations to sales managers on how to manage this impact. The results suggest that sales anxiety is positively related to each individual component of burnout, and that positive supervisor feedback plays a mitigating role in each of these relationships. By contrast, however, a social climate of autonomy can strengthen the impact of sales anxiety on emotional exhaustion and depersonalization. The present study contributes to the developing literature on salesperson mental health, further advancing emerging evidence that autonomy can result in detrimental outcomes. Implications, limitations, and future research avenues are discussed

Correction: How within-person research can extend marketing knowledge (Journal of the Academy of Marketing Science, (2023), 10.1007/s11747-023-00978-8)

Table A1 and Table A2 of the Supplementary file that was originally published with this article contain a small mistake. The original supplementary material has been corrected

Understanding and mitigating the evolution of salesperson burnout: A within-person longitudinal analysis

Salespeople are at increased risk of burnout due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research only examines the burnout process utilizing cross-sectional research. Additionally, sales research only proposes antecedents to burnout, but little is known regarding how to manage burnout as it evolves. Burnout is already highly prevalent within the salesforce, yet sales literature has had little impact. The present study looks to aid knowledge regarding burnout by 1) providing the first evidence examining the within-person temporal burnout process, and 2) understanding how important moderators, in the form of managerial feedback and the use of an active coping style, can mitigate the burnout process as it evolves. Key theoretical and practical implications are given, and limitations and future research avenues discussed

Improving relationships between sales and marketing: the relative effectiveness of cross-functional coordination mechanisms

The importance of effective sales and marketing working relationships is well known and this article examines the effectiveness of various coordination mechanisms used to improve this cross-functional relationship. Six coordination mechanisms are measured to identify their effect on sales and marketing conflict and collaboration, which in turn influence business performance. The results reveal that not all coordination mechanisms are equally effective. Structuring sales and marketing as a single unit and creating cross-functional project teams improve the interface, as do providing opportunities for job rotation and establishing cross-functional meetings. However, employing cross-functional training and co-locating sales and marketing do not influence this working relationship. Finally, reducing conflict and increasing collaboration between sales and marketing is shown to independently, and positively, influence business performance

A social psychological model of relations between marketing and sales.

NoThis paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. A number of research propositions to guide future research are also developed, and the paper concludes with a discussion of managerial and future research implications

The sales-marketing interface A social psychological model

SIGLEAvailable from British Library Document Supply Centre-DSC:6386.750(1998/3) / BLDSC - British Library Document Supply CentreGBUnited Kingdo

The sales-marketing interface A synthesis of theoretical perspectives and conceptual framework

Available from British Library Document Supply Centre-DSC:9350.9363(9825) / BLDSC - British Library Document Supply CentreSIGLEGBUnited Kingdo

Change in size of lesions over 3 weeks after radiofrequency ablation of left ventricle.

INTRODUCTION: The initial success or failure of radiofrequency ablation (RFA) does not always reflect the long-term outcome that can lead to complications such as late atrioventricular block or recurrence of accessory pathways. We hypothesize that these occurrences may be due to a change in lesion size over time. METHODS AND RESULTS: Intramural RFAs were performed on five greyhounds at thoracotomy using an epicardial approach into the left ventricular (LV) wall. Twenty-one gauge needle electrode ablations were created in the anterior aspect of the left ventricle. Radiofrequency energy was delivered at 600 Hz for 60 seconds and at an electrode temperature of 90 degrees C. Eight ablations were created in each greyhound and the chest was closed. After 3 weeks, a further eight ablations were created under the same conditions in the lateral aspect of the LV, ensuring they were well away from the chronic lesions, and the dogs were sacrificed an hour later. All lesions were removed, stained with Gomori Trichrome and measured. There was no significant difference in lesion size detected in the 1-hour-old lesions compared with 3-week-old lesions. Acute lesions were well demarcated by an area of fibrous scar and a central necrotic region. Chronic lesions showed chronic inflammatory cells and strands of collagen. CONCLUSIONS: This study shows no change in lesion dimension over time and hence a change in size may not contribute to a change in RFA outcome over time