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The “what” and “how” of marketing performance management


  • Sorina-Diana MONE

    (Faculty of Economics and Business Administration, Babes-Bolyai University, Cluj-Napoca, Romania)

  • Marius D. POP

    (Faculty of Economics and Business Administration, Babes-Bolyai University, Cluj-Napoca, Romania)

  • Nicoleta-Dorina RACOLȚA-PAINA

    (Faculty of European Studies, Babeș-Bolyai University, Cluj-Napoca, Romania)


The paper is aimed at offering a synthesized, but comprehensive review of the relevant marketing performance management literature. While many contributions to measuring and improving marketing performance have been advanced, little previous research has focused on offering a complete overview of marketing performance management domains. Our paper attempts to do so, by first exploring the most popular concepts in marketing performance: marketing metrics, KPIs, dashboards, scorecards and marketing performance management systems. Then, based on the marketing productivity model proposed by Rust et al. (2004a), marketing performance domains are identified and analyzed, providing a complete approach to measuring and managing marketing performance, from marketing strategy to impact on financial results. To our best knowledge, this may be the first study in marketing literature from Romania, addressing marketing performance management from a holistic perspective.

Suggested Citation

  • Sorina-Diana MONE & Marius D. POP & Nicoleta-Dorina RACOLȚA-PAINA, 2013. "The “what” and “how” of marketing performance management," Management & Marketing, Economic Publishing House, vol. 8(1), Spring.
  • Handle: RePEc:eph:journl:v:8:y:2013:i:1:n:8

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    Cited by:

    1. repec:cmj:seapas:y:2015:i:8:p:217-221 is not listed on IDEAS
    2. Gyula Laszlo FLORIAN & Csaba PAJZOS, 2015. "The Impact Of Marketing Performances On Organizational Performances In The Context Of Romanian Supply Chains," SEA - Practical Application of Science, Fundația Română pentru Inteligența Afacerii, Editorial Department, issue 8, pages 223-227, June.


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