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...

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...