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Scientific Article details

Title Understanding the role of marketing-purchasing collaboration in industrial markets: The case of Russia
ID_Doc 73102
Authors Smirnova, M; Henneberg, SC; Ashnai, B; Naudé, P; Mouzas, S
Title Understanding the role of marketing-purchasing collaboration in industrial markets: The case of Russia
Year 2011
Published Industrial Marketing Management, 40, 1
DOI 10.1016/j.indmarman.2010.09.010
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. Alternative model testing shows that the direct effects of these antecedent constructs on performance are non-significant in the context of Russian industrial companies. (C) 2010 Elsevier Inc. All rights reserved.
Author Keywords Interfunctional collaboration; Marketing; Purchasing; Customer orientation; Russia
Index Keywords Index Keywords
Document Type Other
Open Access Open Access
Source Social Science Citation Index (SSCI)
EID WOS:000287789000008
WoS Category Business; Management
Research Area Business & Economics
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