Purpose – The purpose of this paper is to examine the impact of self‐congruence on consumer satisfaction with services and to develop and test a conceptual model of the antecedents and consequences of consumer satisfaction in the hospitality industry. Design/methodology/approach – The...

Purpose – The purpose of this paper is to develop and test a model of the factors that explain the level of interpersonal conflict between marketing managers and sales managers. The paper aims to establish the overall level of interpersonal conflict in the full sample and in the two sampled...

Purpose – The key objective of this research is to test how two trust dimensions (cognition‐based trust and affect‐based trust) mediate the effects of three personal characteristics (psychological distance, the marketing manager's sales experience, and the marketing manager's relative...

Purpose – The purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and sales managers. Design/methodology/approach – The model integrates trust‐based and...

Although implementing the marketing concept can be accomplished through frontline employees in many service firms, very few studies have investigated the relationships between a service provider's personality and important performance outcomes. This article examines how frontline service...

Part of SAGE's new Mastering Business Research Methods series, conceived and edited by Bill Lee, Mark N. K. Saunders and Vadake K. Narayanan. The series is designed to support business and management students with their research-based dissertations by providing in-depth and practical guidance on...

Purpose – The primary objective of this research is to test a model examining interpersonal trust between marketing managers and R&D managers during new product development projects. Design/methodology/approach – In this study interpersonal trust as a bi‐dimensional construct with...

Examines the product life cycle (PLC) concept as presented in much of the marketing literature, and the implications of PLC‐based strategic action for marketing practitioners. A range of problems is identified with the PLC, and an evolutionary perspective for product management decisions is...

Interdependence between Technically Trained Managers and Marketing Managers in new product development (NPD) teams is inherent, though few studies have investigated its effects within such teams. Here, interdependence is disaggregated into two underlying dimensions — the dependence of the...