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| Author: | Bennett, R. |
| Title: | Reaching the board: Factors facilitating the progression of marketing executives to senior positions in British companies |
| Journal: | British Journal of Management
2009 : MAR, VOL. 20:1, p. 30-54 |
| Index terms: | board of directors executives marketing food and drinks industry manufacturing companies United Kingdom |
| Language: | eng |
| Abstract: | In recent years, the scarcity of marketing executives on the boards of directors (hereafter as: b-of-dirs.) in large British (U.K.) companies has been much discussed. This study explores senior marketers in over 200 registered companies in the food and beverages manufacturing sector, aiming at establishing some of the main factors distinguising marketing managers having attained b-of-dirs. level positions and those who had not. Possible b-of-dirs. membership determinants included the personal background of the manager, the competitive environment of the business, the possible systematical measurement of marketing performance, and the degree of the sales orientation of the firm. It is found among others that the highest probability of achieving a b-of-dirs. position applied, it seems, to an individual from an elite background who engaged in ingratiatory behaviour (here as: i-beh.), who exercised emotional intelligence (or EI), worked as a sales executive in a company with a heavy sales orientation, and who had a sound knowledge of general management. It appears that i-beh. and EI improved a person's prospects of reaching a company board position, irrespective of social background. However, it is clear that elite status represented an extremely powerful advantage on the route to the top. |
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