Purpose – In their boundary‐spanning role, marketing managers are often charged with managing cross‐functional teams and collaborative work groups. Although this interfunctional coordination is key to organizational performance many marketing managers run into resistance owing to...

Purpose – The purpose of this paper is to explore and analyze the differences in organizations that choose to have a sales executive versus a marketing executive on the leadership team. Design/methodology/approach – Our study examined 315 marketing and sales executives across 246 US firms...

An estimated 21% of 25--34-year-olds in the United States, about eight million individuals, have attended college and quit before completing a degree. These non-traditional students may or may not return to college. Those who return to college are referred to as stopouts, whereas those who do...

Network analysis has become a popular method for identifying the communication structure in a system where positional and relational aspects are important. In this paper, a maximum likelihood based methodology is presented that allows for the analysis of binary sociometric data. This methodology...

Purpose – The resource‐based view (RBV) of the firm has gained much attention in recent years as a means to understand how a strategic business unit obtains a sustainable competitive advantage. In this framework, several research studies have explored the relationships between...

Purpose – Principal components analysis (PCA) is one of the foremost multivariate methods utilized in marketing and business research for data reduction, latent variable modeling, multicollinearity resolution, etc. However, while its optimal properties make PCA solutions unique, interpreting...

Purpose – The purpose of this paper is to integrate aspects of the literature on strategic and performance groups and explicitly derive strategic/performance groups which exhibit differences with respect to both strategy and performance, as well as display associations and potential...

Purpose – Customer value has recently become a primary focus among many strategy researchers and practitioners as an essential element of a firm's competitive strategy. Many firms are engaged in some form of customer value analysis (CVA), which involves a structural analysis of the antecedent...

Purpose – The paper aims to examine the nature of competition within an industry by proposing and examining three separate sources of competitive heterogeneity: the strategies that industry members use, the performance that they obtain, and how effectively the strategies are utilized to obtain...