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Understanding the role of marketing–purchasing collaboration in industrial markets : The case of Russia. / Smirnova, Maria; Henneberg, Stephan C.; Ashnai, Bahar; Naudé, Peter; Mouzas, Stefanos.

в: Industrial Marketing Management, Том 40, № 1, 2011, стр. 54-64.

Результаты исследований: Научные публикации в периодических изданиях › статья

Harvard

Smirnova, M, Henneberg, SC, Ashnai, B, Naudé, P & Mouzas, S 2011, 'Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia', Industrial Marketing Management, Том. 40, № 1, стр. 54-64. <http://www.sciencedirect.com/science/article/pii/S0019850110001690>

APA

Smirnova, M., Henneberg, S. C., Ashnai, B., Naudé, P., & Mouzas, S. (2011). Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia. Industrial Marketing Management, 40(1), 54-64. http://www.sciencedirect.com/science/article/pii/S0019850110001690

Vancouver

Smirnova M, Henneberg SC, Ashnai B, Naudé P, Mouzas S. Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia. Industrial Marketing Management. 2011;40(1):54-64.

Author

Smirnova, Maria ; Henneberg, Stephan C. ; Ashnai, Bahar ; Naudé, Peter ; Mouzas, Stefanos. / Understanding the role of marketing–purchasing collaboration in industrial markets : The case of Russia. в: Industrial Marketing Management. 2011 ; Том 40, № 1. стр. 54-64.

BibTeX

@article{27a0bfb09e5c46869f1a0bbface4cce2,
title = "Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia",
abstract = "This study aims to investigate the role of interfunctional collaboration between marketing and purchasing functions in industrial companies. Interfunctional collaboration is considered as a measure of the internal alignment and partnership between departments in the firm, which in turn contributes to the creation of sustainable advantages via improved external partnerships and facilitating demand chain integration. We test the impact of customer orientation as well as the interactions between departments (specifically marketing and purchasing) as collaboration antecedents, and analyze the direct impact of marketing–purchasing collaboration on business performance. The model is tested on a sample of 148 industrial companies in Russia with two key respondents in each firm, incorporating the purchasing as well as the marketing perspective. The results show that marketing–purchasing collaboration mediates the effects of interfunctional interaction as well as customer orientation on business performance. Alternati",
keywords = "Interfunctional collaboration, Marketing, Purchasing, Customer orientation, Russia, WOS, РИНЦ, WOS, РИНЦ",
author = "Maria Smirnova and Henneberg, {Stephan C.} and Bahar Ashnai and Peter Naud{\'e} and Stefanos Mouzas",
note = "Smirnova, M. Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia / M. Smirnova, S. C. Henneberg, B. Ashnai, P. Naud{\'e}, S. Mouzas // Industrial Marketing Management. - 2011. - Volume 40, № 1. - P. 54-64. ",
year = "2011",
language = "English",
volume = "40",
pages = "54--64",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier",
number = "1",

}

RIS

TY - JOUR

T1 - Understanding the role of marketing–purchasing collaboration in industrial markets

T2 - The case of Russia

AU - Smirnova, Maria

AU - Henneberg, Stephan C.

AU - Ashnai, Bahar

AU - Naudé, Peter

AU - Mouzas, Stefanos

N1 - Smirnova, M. Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia / M. Smirnova, S. C. Henneberg, B. Ashnai, P. Naudé, S. Mouzas // Industrial Marketing Management. - 2011. - Volume 40, № 1. - P. 54-64.

PY - 2011

Y1 - 2011

N2 - This study aims to investigate the role of interfunctional collaboration between marketing and purchasing functions in industrial companies. Interfunctional collaboration is considered as a measure of the internal alignment and partnership between departments in the firm, which in turn contributes to the creation of sustainable advantages via improved external partnerships and facilitating demand chain integration. We test the impact of customer orientation as well as the interactions between departments (specifically marketing and purchasing) as collaboration antecedents, and analyze the direct impact of marketing–purchasing collaboration on business performance. The model is tested on a sample of 148 industrial companies in Russia with two key respondents in each firm, incorporating the purchasing as well as the marketing perspective. The results show that marketing–purchasing collaboration mediates the effects of interfunctional interaction as well as customer orientation on business performance. Alternati

AB - This study aims to investigate the role of interfunctional collaboration between marketing and purchasing functions in industrial companies. Interfunctional collaboration is considered as a measure of the internal alignment and partnership between departments in the firm, which in turn contributes to the creation of sustainable advantages via improved external partnerships and facilitating demand chain integration. We test the impact of customer orientation as well as the interactions between departments (specifically marketing and purchasing) as collaboration antecedents, and analyze the direct impact of marketing–purchasing collaboration on business performance. The model is tested on a sample of 148 industrial companies in Russia with two key respondents in each firm, incorporating the purchasing as well as the marketing perspective. The results show that marketing–purchasing collaboration mediates the effects of interfunctional interaction as well as customer orientation on business performance. Alternati

KW - Interfunctional collaboration

KW - Marketing

KW - Purchasing

KW - Customer orientation

KW - Russia

KW - WOS

KW - РИНЦ

KW - WOS

KW - РИНЦ

M3 - Article

VL - 40

SP - 54

EP - 64

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 1

ER -

ID: 5095446