Perceived marketing–sales relationship effectiveness: a matter of justice |
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Authors: | John Hulland Gergana Y Nenkov Donald W Barclay |
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Institution: | 1.Terry College of Business,University of Georgia,Athens,USA;2.Carroll School of Management,Boston College,Chestnut Hill,USA;3.Ivey Business School,University of Western Ontario,London,Canada |
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Abstract: | There is a compelling need to improve the relationship between managers in marketing and sales departments. This paper argues
that one critical way of enhancing individual managers’ perceptions of relationship effectiveness between these departments
is to view the issue as a matter of justice and suggests that perceived marketing–sales relationship effectiveness is positively
influenced by managers’ perceptions of organizational justice. Furthermore, it proposes that interfunctional communication
has the potential to enhance the proposed positive effects of justice and hence needs to be considered and effectively managed
when looking at marketing–sales relationship effectiveness. Data drawn from a survey of 203 marketing and sales managers in
38 consumer packaged goods companies are used to empirically test these predictions. The authors find that perceived sales–marketing
relationship effectiveness is influenced by perceptions of distributive, procedural and interactional justice. Greater interfunctional
communication is found to further enhance the positive effects of distributive and procedural justice on perceived relationship
effectiveness, but it does not contribute to the already strong positive effects of interactional justice. Furthermore, results
reveal important differences in the effects of justice on perceived relationship effectiveness across the marketing and sales
departments. |
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Keywords: | |
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