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Marketing strategy and the efficacy of procedural justice: the mid-level marketing manager in industrial service firms

Rosier, Eleri Rhian, Morgan, Robert E. and Cadogan, John 2010. Marketing strategy and the efficacy of procedural justice: the mid-level marketing manager in industrial service firms. Industrial Marketing Management 39 (3) , pp. 450-459. 10.1016/j.indmarman.2008.10.002

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Abstract

A principal challenge confronting the senior marketing team in B2B firms is how to ensure that the marketing strategies they develop are implemented effectively. The literature indicates that mid-level marketing managers' perceptions of the procedural justice within the firm may be critical in this respect. However, there has been little empirical research on this issue. The authors develop and test a conceptual model of the key drivers and consequences of marketing managers' procedural justice perceptions. The findings show that if mid-level marketing managers trust their senior marketing colleagues and simultaneously operate within moderately organic structures, then procedural justice will thrive. A consequence of this is more effective implementation of marketing strategy which, in turn, leads to increased market performance.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
Uncontrolled Keywords: Marketing strategy ; Marketing management ; Marketing planning ; Strategy implementation ; Marketing managers ; Procedural justice ; Strategy process
Publisher: Elsevier
ISSN: 0019-8501
Last Modified: 04 Jun 2017 03:18
URI: http://orca.cf.ac.uk/id/eprint/19477

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