A social psychological model of relations between marketing and sales

Abstract

This paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. A number of research propositions to guide future research are also developed, and the paper concludes with a discussion of managerial and future research implications.