Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards

Marketing resources, performance, and competitive advantage: A review and future research directions

“…In contrast, there are very few studies that explore the other two themes, namely the relation of firm and/or its brands to its environment, such as its stakeholders (e.g., Kurt & Hulland, 2013;Gaur et al, 2014;Krush et al, 2014) or the role of marketing as an organizational function and how it affects overall firm performance (e.g., Nath et al, 2010;Zhao et al, 2015).…”

“…The first area is the relation of firm and / or brand to its environment, such as its stakeholders (Kurt & Hulland, 2013;Gaur et al, 2014;Krush et al, 2014). Second area includes the effects of marketing as a function, in which the articles debate about the role of marketing department or function in a firm and how that role affects overall company performance (Nath et al, 2010;Zhao et al, 2015).…”

“…Similarly, an empirical article from Gaur et al (2014) investigates the role of marketing resources and competitive advantage in foreign direct investments (FDI) context, showing that firms are more likely to shift from exports to FDI, if they have substantial firm-and group-level international experience coupled with technological and marketing resources. Krush et al (2014) investigate the relationships between marketing and sales resources (e.g. sales capability and marketing dashboards) and sensemaking, and their combined effects on firm performance.…”

Acculturative Iconic Product Attractiveness and Marketing Performance

“…Marketing performance could be understood as a construct with several indicators such as sales growth, market share, and sales to existing customer (Chang, Park, & Chaiy, 2010), market share and growth of sales (García-Villaverde, Ruiz-Ortega, & Ignacio Canales, 2013), acquiring new customers and increasing sales to existing customers (Krush, Agnihotri, Trainor, & Nowlin, 2013),stronger growth in sales revenue, better able to acquire new customers, greater market share and sales increase to existing customers (Merrilees, Rundle-Thiele, & Lye, 2011), market share of brand, sales growth of brand (O'Cass & Weerawardena, 2010) and market share (Wu, 2013).…”

The Role of Marketing Capabilities in Firm’s Success

“…Brand management and CRM capabilities have an opposing effect on revenue and margin growth rates (Morgan et al, 2009). The immediate effects of marketing resources on firm performance were also emphasized in a study performed by Krush et al, (2013). The study determined how sales capabilities and performance monitoring via marketing dashboards determine a firm's sense making.…”