A conceptual model of the role of marketing employees in marketing performance

Shore, Lori A. and Shaw, Robin 2004, A conceptual model of the role of marketing employees in marketing performance, in International business trends contemporary readings 2004 Edition, Academy of Business Administration, [London, England], pp. 217-225.

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Title A conceptual model of the role of marketing employees in marketing performance
Author(s) Shore, Lori A.
Shaw, Robin
Conference name Academy of Business Administration. Conference (2004: London, England)
Conference location London, England
Conference dates 21-25 July 2004
Title of proceedings International business trends contemporary readings 2004 Edition
Editor(s) Fullerton, Sam
Moore, David
Publication date 2004
Conference series Academy of Business Administration Conference
Start page 217
End page 225
Publisher Academy of Business Administration
Place of publication [London, England]
Summary In general, there is a gap in research in marketing in relation to understanding the role of marketing employees in organisational marketing performance. An exception to this is the performance of salespeople as a subset of all marketing employees. Broader human resource management research into the people-performance link is also severely limited The proposed model argues that marketing employees are one of an organisation's strategic assets and are essential to the superior performance of the firm. Based on the People and Performance model (Purcell et al. 2003), the current model conceptualises marketing employee competencies as a precursor to performance outcomes and is, specifically, concerned with identifying and understanding the nature of the marketing employee performance relationship. Of note, where current performance research, in the main, adopts intermediate measures of labour turnover and labour productivity, this model proposes a three-tiered approach to performance measurement.
ISBN 1887676228
Language eng
Field of Research 150599 Marketing not elsewhere classified
Socio Economic Objective 970115 Expanding Knowledge in Commerce, Management, Tourism and Services
HERDC Research category E1 Full written paper - refereed
ERA Research output type E Conference publication
Persistent URL http://hdl.handle.net/10536/DRO/DU:30005415

Document type: Conference Paper
Collections: Faculty of Business and Law
Deakin Business School
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