Organizing for Marketing Agility
How Incentives Shape Strategy: The Role of CMO and CEO Equity Compensation in Inducing Marketing MyopiaMar 5, 2018 Martin Artz and Natalie Mizik, 2018, 18-105-03
Analysis of public firms from 1993-2014 shows that CMO equity compensation is highly predictive of the incidence and severity of myopic marketing management.
Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling ProcessesDec 7, 2017 Son K. Lam, Andrea L. Dixon, and Thomas E. DeCarlo, 2017, 17-126-12
Many executives do not realize the issues salespeople and customers face due to internal selling processes, but inefficient ISPs can have devastating effects on salesperson role perceptions, job satisfaction and performance, and turnover.
Crisis Management Strategies and the Long-term Effects of Product Recalls on Firm ValueSep 19, 2017 Yan Liu, Venkatesh Shankar, and Wonjoo Yun, 2017, 17-121-09
This study shows that during product recalls, doing the right thing for your customers is good for your business in the long run.
Dynamic Effects of Intrafirm Relational Strategies and Relational Structures on PerformanceSep 6, 2017 Danny P. Claro, Carla S. D. Ramos, Gabriel Gonzalez, and Robert W. Palmatier, 2017, 17-120-09
A dynamic perspective offers valuable information about the most effective ways to leverage teams to ensure the necessary resource flows to relationship managers over time.
The Socially Responsible CMOMay 22, 2017 Peren Ozturan and Amir Grinstein, 2017, 17-110-05
On the path toward marketing excellence, CMOs should place high priority on social responsibility efforts, this study suggests.
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