search query: @author Jobber, D. / total: 26
reference: 2 / 26
| Author: | Dewsnap, B. Jobber, D. |
| Title: | A social psychological model of relations between marketing and sales |
| Journal: | European Journal of Marketing
2002 : VOL. 36:7-8, p. 874-894 |
| Index terms: | MARKETING SALES GROUPS CONFLICT |
| Language: | eng |
| Abstract: | This paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. |
SCIMA