Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm
This study examines the relationship between a marketer's use of various attempts to influence a nonmarketing coworker and the coworker's perception of marketing as a credible source of high-quality communications. Research on this topic is important because both the distribution of market...
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| Veröffentlicht in: | Journal of business research 2006-07, Vol.59 (7), p.829-837 |
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| container_end_page | 837 |
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| container_issue | 7 |
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| container_title | Journal of business research |
| container_volume | 59 |
| creator | Goebel, Daniel J. Marshall, Greg W. Locander, William B. |
| description | This study examines the relationship between a marketer's use of various attempts to influence a nonmarketing coworker and the coworker's perception of marketing as a credible source of high-quality communications. Research on this topic is important because both the distribution of market intelligence to other firm members and the organization's response to that intelligence depend on marketing's interactions with members of other organizational functions. Results provide general support for the effect of organizational environment and interfunctional dynamics antecedents on marketing's use of various influence strategies and on the outcomes of using those strategies. Implications and future research opportunities are discussed. |
| doi_str_mv | 10.1016/j.jbusres.2006.02.002 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0148-2963 |
| ispartof | Journal of business research, 2006-07, Vol.59 (7), p.829-837 |
| issn | 0148-2963 1873-7978 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_37761118 |
| source | RePEc; ScienceDirect Journals (5 years ago - present) |
| subjects | Communication Communication quality Enterprises Influence Influence strategies Influence strategy antecedents Marketing Multiple regression Peer relationships Regression analysis Source credibility Strategic planning Studies Work environment |
| title | Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm |
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