The Marketing Function : - A case study of Skandia

University essay from Linköpings universitet/Ekonomiska institutionen; Linköpings universitet/Ekonomiska institutionen


Background: The company Skandia desired for its marketing function to be reorganised to become customer oriented, joint, co-ordinated and homogenous in order to gain market shares. These aspects are both structural and strategic. The question of whether the way that Skandia has chosen to reorganise the new and joint marketing function, in terms of choices of structure, is preferable in order to obtain a high overall business performance emerged.

Purpose: The purpose of this thesis is to, from a structural and manager perspective, explore and explain the structure of the marketing function in a customer oriented organisation.

Method: The thesis is a case study of Skandia. The empirical findings constitute of sex interviews with managers from various positions and functions along with e-mail interviews with twenty-three co-workers. The result from the empirical findings is a comprehensive image of the marketing function.

Result: The new marketing function in Skandia turned out to have structures of, for instance, increased centralisation, higher vertical formalisation and increased degree of specialisation, all in order to act customer oriented. The result shows that it seems preferable that the marketing function in a company as Skandia would configure the structure in this way. The explanation is that no matter whether structure follows strategy or the other way around, there are strong indications that it is the combined configuration of structure and strategic behaviour (in this case customer orientation) that forms a marketing function’s organisational archetype. This type in conjunction with the selected overall company business strategy implies an either high or low overall business performance. In the case of Skandia it is proved high.

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