A contingency model of marketing dashboards and their influence on marketing strategy implementation speed and market information management capability

Michael T. Krush, Raj Agnihotri, Kevin J Trainor

Research output: Contribution to journalArticle

11 Scopus citations

Abstract

Purpose: This paper aims to focus on the value of marketing dashboards, a key area of interest for scholars and practitioners. This study examines two critical outcomes of marketing dashboards: marketing strategy implementation speed and market information management capability. Additionally, the research analyzes the impact of the firm’s internal structure on the relationship between marketing dashboards and the outcomes. Design/methodology/approach: A conceptual model grounded in the knowledge-based view of the firm is tested. The research uses survey data collected from marketing professionals employed within business-to-business firms. Data from the key informants are analyzed using structural equation modeling. Findings: The results demonstrate that marketing dashboards are significantly related to marketing strategy implementation speed and market information management capability. Centralization exhibits a negative moderating effect, and formalization exhibits a positive moderating effect on the relationship between marketing dashboards and marketing strategy implementation speed. Marketing strategy implementation speed and market information management capability are related to market performance. Originality/value: Through the examination of main and moderating relationships, this paper demonstrates that marketing strategy implementation speed and market information management capability are key integration mechanisms that leverage the marketing dashboard resources.

Original languageEnglish (US)
Pages (from-to)2077-2102
Number of pages26
JournalEuropean Journal of Marketing
Volume50
Issue number12
DOIs
StatePublished - 2016

Keywords

  • Dashboard
  • Market information management capability
  • Marketing strategy
  • Marketing strategy implementation speed
  • Performance

ASJC Scopus subject areas

  • Marketing

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