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Dispersion of marketing activities in business-to-business firms

Marie Blachetta (Department of Marketing, Freie Universitat Berlin Fachbereich Wirtschaftswissenschaft, Berlin, Germany)
Michael Kleinaltenkamp (Department of Marketing, Freie Universitaet Berlin, Berlin, Germany)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 5 October 2018

Issue publication date: 7 October 2019




The purpose of this paper is to explore the manifestations and the effects of the dispersion of marketing activities (DoMA) in business-to-business (B2B) firms.


To analyze the manifestations and effects of DoMA, an empirical study was conducted in German B2B firms that consisted of a qualitative pre-study and an online questionnaire-based quantitative study.


Findings highlight that there is not “one” DoMA in B2B firms but that the degrees of dispersion differ with respect to various marketing activities. Moreover, a cluster analysis of the firms with respect to the manifestation of their DoMA reveals interesting differences with respect to the relationship between DoMA and the perceived performance of the marketing activities.


This explorative study is one of the first to empirically investigate the extent of DoMA in B2B firms. It shows how different DoMA can be in practice with respect to single marketing activities, as well as firms, and how this impacts the perceived performance of marketing activities.



This paper forms part of a special section “Value innovation in practice: leveraging learning in distant contexts”, guest edited by Fredrik Nordin and Nishant Kumar.


Blachetta, M. and Kleinaltenkamp, M. (2019), "Dispersion of marketing activities in business-to-business firms", Journal of Business & Industrial Marketing, Vol. 34 No. 6, pp. 1160-1170.



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