Explores the marketing process of a large food retailer, based on in‐depth interviews with 106 senior managers. Finds that attitudes towards marketing are conflicting, that the role is diffused into different functional areas within the organization, and that buyers are highly influential...

This article examines the place of organizational politics in general and ingratiation specifically as a tactic in which there is an attempt by individuals to increase their attractiveness and upward influence in the eyes of other organizational members (management). Four common tactics of...