Improving Marketing Success: The Role of Tacit Knowledge Exchange Between Sales and Marketing

Document Type

Article

Publication Date

3-1-2014

Department

Marketing and Fashion Merchandising

Abstract

Successful organizations adapt their marketing strategies to marketplace changes. Boundary spanners, such as salespeople, because they are able to embed themselves in social networks outside the organization, play a key role in developing marketplace knowledge. However, if this knowledge remains solely with the boundary spanners, it cannot be used effectively to improve firm performance. This study investigates tacit knowledge exchange between sales and marketing and its ability to enhance marketing success (i.e., marketing program innovativeness, relative efficiency, and relative effectiveness). In addition, by examining five antecedents hypothesized to influence tacit knowledge exchange, it provides guidance to sales and marketing managers, who desire to improve tacit knowledge exchange, and, in turn, marketing success. Published by Elsevier Inc.

Publication Title

Journal of Business Research

Volume

67

Issue

3

First Page

324

Last Page

331

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