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Understanding the role of marketing-purchasing collaboration in industrial markets: The case of Russia

Research output: Contribution to Journal/Magazine › Journal article › peer-review

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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 et al.
In: Industrial Marketing Management, Vol. 40, No. 1, 31.01.2011, p. 54-64.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

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, vol. 40, no. 1, pp. 54-64. https://doi.org/10.1016/j.indmarman.2010.09.010

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. https://doi.org/10.1016/j.indmarman.2010.09.010

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 Jan 31;40(1):54-64. Epub 2010 Oct 18. doi: 10.1016/j.indmarman.2010.09.010

Author

Smirnova, Maria ; Henneberg, Stephan C. ; Ashnai, Bahar et al. / Understanding the role of marketing-purchasing collaboration in industrial markets : The case of Russia. In: Industrial Marketing Management. 2011 ; Vol. 40, No. 1. pp. 54-64.

Bibtex

@article{b8b46c219fba4ceca5cf48babcb01c71,
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. Alternative model testing shows that the direct effects of these antecedent constructs on performance are non-significant in the context of Russian industrial companies.",
keywords = "Customer orientation, Interfunctional collaboration, Marketing, Purchasing, Russia",
author = "Maria Smirnova and Henneberg, {Stephan C.} and Bahar Ashnai and Peter Naud{\'e} and Stefanos Mouzas",
year = "2011",
month = jan,
day = "31",
doi = "10.1016/j.indmarman.2010.09.010",
language = "English",
volume = "40",
pages = "54--64",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier Inc.",
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

PY - 2011/1/31

Y1 - 2011/1/31

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. Alternative model testing shows that the direct effects of these antecedent constructs on performance are non-significant in the context of Russian industrial companies.

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. Alternative model testing shows that the direct effects of these antecedent constructs on performance are non-significant in the context of Russian industrial companies.

KW - Customer orientation

KW - Interfunctional collaboration

KW - Marketing

KW - Purchasing

KW - Russia

U2 - 10.1016/j.indmarman.2010.09.010

DO - 10.1016/j.indmarman.2010.09.010

M3 - Journal article

AN - SCOPUS:79151478557

VL - 40

SP - 54

EP - 64

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 1

ER -