The quality and effectiveness of marketing strategy: effects of functional and dysfunctional conflict in intraorganizational relationships

Article Abstract:

By examining only dysfunctional conflict and ignoring functional conflict, empirical research in marketing has presented only part of the story. This research offers the first systematic look at the antecedents and consequences of both functional and dysfunctional conflict in intraorganizational relationships. The authors develop and empirically test a causal model for key organizational antecedents of new product strategy quality and market performance. They find that dysfunctional conflict in the decision-making process has deleterious consequences for quality of strategy and market performance, whereas functional conflict improves both quality of strategy and performance. Specifically, organizational design characteristics such as formalization, interdepartmental interconnectedness, low communication barriers, and team spirit improve new product performance by enhancing functional conflict, whereas centralization and high communication barriers lower new product performance by increasing dysfunctional conflict. A post hoc test for common method bias or variance suggests that bias or variance alone cannot explain these findings. (Reprinted by permission of the publisher.)

Marketing management, Interpersonal relations, Conflict management, Interpersonal conflict, Organizational communication

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Hispanic values and subcultural research

Article Abstract:

Consumer research on Hispanics in the United States has been based on presumable cultural differences between Hispanics and non-Hispanics. This article investigates the cultural differences hypothesis by testing for cultural value orientations among Hispanics and Whites, using the Rokeach paradigm. Because values are central to culture, they represent a critical test of this hypothesis. The findings point out differences in values between Hispanics and Whites, which may have important consumer behavior implications. (Reprinted by permission of the publisher.)

Consumer behavior, Culture, Hispanic American consumers

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A note on Hispanic values and subcultural research: an alternative view

Article Abstract:

This paper is offered as a constructive comment on a previously published article. Using two separate approaches, the authors reexamine data presented by Valencia (1989), and suggest an alternative interpretation of the cultural value orientations among Hispanic and White ethnic groups. Theoretical and methodological discussion is provided in an attempt to show how utilization of different methodologies can derive different conclusions, and result in different marketing strategy recommendations. (Reprinted by permission of the publisher.)

Criticism and interpretation, Hispanic Americans, Subculture, Valencia, Humberto

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