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003			ZW-GwMSU
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008			210510b |||||||| |||| 00| 0 eng d
040			_aMSU _cMSU _erda
100	1		_aEngelen, Andreas _eauthor
245	1	0	_aWhich department should have more influence on organization-level decisions? A strategy-dependent analysis / _ccreated by Andreas Engelen
264			_aAbingdon: _bTaylor and Francis, _c2011-
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_aJournal of Strategic Marketing _vVolume 19 , number 3,
520			_aAn intense debate has arisen on the decreasing influence of marketing departments in firms. The present study addresses this debate, building upon the coalitional view of the firm and the ‘thought world’ concept to shed light on the question concerning which department should have more influence on organization-level decisions, such as the strategic direction of the firm and investments in IT technology. The roles and influence of four major departments – marketing, sales, R&D, and manufacturing – are investigated in terms of how they affect firm performance. Findings indicate that strong marketing and sales departments are important for firms that have a differentiation strategy, while strong R&D departments are beneficial regardless of the strategy type, and a strong manufacturing department is important in firms with a cost leadership focus. Findings also reveal an inverted U-shaped relationship between the dispersion of influence and performance, so a medium level of influence dispersion is the most effective. The study shows the effect of political processes in an organization on performance. Avenues for marketing research are derived.
650	0	4	_aMarketing department. _xInfluence of marketing department
650	0	4	_aCoalitional view _xStrategy
856			_uhttps://doi.org/10.1080/0965254X.2011.557739
942			_2lcc _cJA
999			_c157091 _d157091