A study of operations and marketing goal consensus in the banking industry

Abstract

Consensus building plays an important role in strategy formulation and implementation. Previous researchers have attempted to find a link between goal consensus among top management and organizational performance, mainly in manufacturing settings, with varying results. Few extant studies have examined goal consensus at the functional level. Aims to expand our knowledge of the goal consensus/performance relationship by focusing on the relationship between operations and marketing in the service setting. Attempts to identify the types of co‐ordination mechanisms that help achieve functional goal consensus between operations and marketing. Finds a positive relationship between goal consensus of the marketing and operations managers and performance based on return on equity and return on assets. Concludes that consensus is correlated with the use of process and programming co‐ordination mechanisms and not correlated with the use of interpersonal co‐ordination mechanisms.

Citation

Nie, W. and Young, S.T. (1997), "A study of operations and marketing goal consensus in the banking industry", International Journal of Operations & Production Management, Vol. 17 No. 8, pp. 806-819. https://doi.org/10.1108/01443579710175574