Integrationsnotwendigkeiten im Marketing und Vertrieb bei der Transformation zum Lösungsanbieter — Ergebnisse einer empirischen Studie und Schlussfolgerungen
Author
Abstract
Suggested Citation
DOI: 10.1007/BF03373008
Download full text from publisher
References listed on IDEAS
- Pascale, Richard Tanner & Athos, Anthony G., 1981. "The art of Japanese management," Business Horizons, Elsevier, vol. 24(6), pages 83-85.
- Kahn, Kenneth B. & Reizenstein, Richard C. & Rentz, Joseph O., 2004. "Sales-distribution interfunctional climate and relationship effectiveness," Journal of Business Research, Elsevier, vol. 57(10), pages 1085-1091, October.
- Armstrong, J. Scott & Overton, Terry S., 1977.
"Estimating Nonresponse Bias in Mail Surveys,"
MPRA Paper
81694, University Library of Munich, Germany.
- JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, University Library of Munich, Germany.
- Gregory G. Dess, 1987. "Consensus on strategy formulation and organizational performance: Competitors in a fragmented industry," Strategic Management Journal, Wiley Blackwell, vol. 8(3), pages 259-277, May.
- de Ruyter, Ko & Wetzels, Martin, 2000. "The Marketing-Finance Interface: A Relational Exchange Perspective," Journal of Business Research, Elsevier, vol. 50(2), pages 209-215, November.
- Dominique Rouzies & Erin Anderson & A. K. Kohli & R. E. Michaels & Barton A. Weitz & A. A. Zoltners, 2005. "Sales and Marketing Integration : A Proposed Framework," Post-Print halshs-00004748, HAL.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Ramon Knollmann & Bernhard Hirsch & Jürgen Weber, 2008. "Role Making für Controllerbereiche? – Eine empirische Analyse zu den Auswirkungen von Gestaltungsfreiräumen für Controllerbereiche," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 18(4), pages 365-386, February.
- Guenzi, Paolo & Troilo, Gabriele, 2007. "The joint contribution of marketing and sales to the creation of superior customer value," Journal of Business Research, Elsevier, vol. 60(2), pages 98-107, February.
- Keszey, Tamara & Biemans, Wim, 2016. "Sales–marketing encroachment effects on innovation," Journal of Business Research, Elsevier, vol. 69(9), pages 3698-3706.
- Mei, Liang & Zhang, Tao & Chen, Jin, 2019. "Exploring the effects of inter-firm linkages on SMEs' open innovation from an ecosystem perspective: An empirical study of Chinese manufacturing SMEs," Technological Forecasting and Social Change, Elsevier, vol. 144(C), pages 118-128.
- Liu, Gordon & Ko, Wai Wai & Chapleo, Chris, 2017. "Managing employee attention and internal branding," Journal of Business Research, Elsevier, vol. 79(C), pages 1-11.
- S. Arunachalam & Sridhar N. Ramaswami & Pol Herrmann & Doug Walker, 2018. "Innovation pathway to profitability: the role of entrepreneurial orientation and marketing capabilities," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 744-766, July.
- Yoon, Junghyun & Lee, Hee Yong & Dinwoodie, John, 2015. "Competitiveness of container terminal operating companies in South Korea and the industry–university–government network," Transportation Research Part A: Policy and Practice, Elsevier, vol. 80(C), pages 1-14.
- Sousa, Carlos M.P. & Bradley, Frank, 2008. "Antecedents of international pricing adaptation and export performance," Journal of World Business, Elsevier, vol. 43(3), pages 307-320, July.
- Son K. Lam & Thomas E. DeCarlo & Ashish Sharma, 2019. "Salesperson ambidexterity in customer engagement: do customer base characteristics matter?," Journal of the Academy of Marketing Science, Springer, vol. 47(4), pages 659-680, July.
- Danilo Soares‐Silva & Gustavo Hermínio Salati Marcondes de Moraes & Alexandre Cappellozza & Cristiano Morini, 2020. "Explaining library user loyalty through perceived service quality: What is wrong?," Journal of the Association for Information Science & Technology, Association for Information Science & Technology, vol. 71(8), pages 954-967, August.
- Van Wijk, Raymond & Nadolska, Anna, 2020. "Making more of alliance portfolios: The role of alliance portfolio coordination," European Management Journal, Elsevier, vol. 38(3), pages 388-399.
- Jarle Aarstad & Olav Andreas Kvitastein & Stig-Erik Jakobsen, 2019. "What Drives Enterprise Product Innovation? Assessing How Regional, National, And International Inter-Firm Collaboration Complement Or Substitute For R&D Investments," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(05), pages 1-25, June.
- Jonathan H. Reed, 2022. "Operational and strategic change during temporary turbulence: evidence from the COVID-19 pandemic," Operations Management Research, Springer, vol. 15(1), pages 589-608, June.
- Tarifa Fernández, Jorge & de Burgos Jiménez, Jerónimo & Céspedes Lorente, José Joaquín, 2018. "Absorptive capacity as a confounder of the process of supply chain integration," MPRA Paper 120125, University Library of Munich, Germany, revised 2018.
- Dirk Boehe & Luciano Barin Cruz, 2010. "Corporate Social Responsibility, Product Differentiation Strategy and Export Performance," Journal of Business Ethics, Springer, vol. 91(2), pages 325-346, February.
- Aziz Barhmi & Omar Hajaji, 2023. "Multidisciplinary Approach to Supply Chain Resilience: Conceptualization and Scale Development," Central European Business Review, Prague University of Economics and Business, vol. 2023(5), pages 43-69.
- Franck Brulhart & Sandrine Gherra & Bertrand V. Quelin, 2019.
"Do Stakeholder Orientation and Environmental Proactivity Impact Firm Profitability?,"
Journal of Business Ethics, Springer, vol. 158(1), pages 25-46, August.
- Brulhart, Franck & Gherra, Sandrine & Quelin, Bertrand V., 2017. "Do Stakeholder Orientation and Environmental Proactivity Impact Firm Profitability?," HEC Research Papers Series 1241, HEC Paris.
- Franck Brulhart & Sandrine Gherra & Bertrand Quélin, 2019. "Do Stakeholder Orientation and Environmental Proactivity Impact Firm Profitability?," Post-Print halshs-01708150, HAL.
- Chin-Shan Lu & Kuo-Chung Shang & Chi-Chang Lin, 2016. "Examining sustainability performance at ports: port managers’ perspectives on developing sustainable supply chains," Maritime Policy & Management, Taylor & Francis Journals, vol. 43(8), pages 909-927, November.
- Van Gils, Anita & Huybrechts, Jolien & Minola, Tommaso & Cassia, Lucio, 2019. "Unraveling the impact of family antecedents on family firm image: A serial multiple-mediation model," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 17-27.
- Tu Thanh Hoai & Nguyen Phong Nguyen, 2022. "Internal Control Systems and Performance of Emerging Market Firms: The Moderating Roles of Leadership Consistency and Quality," SAGE Open, , vol. 12(3), pages 21582440221, September.
Corrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sjobre:v:64:y:2012:i:65:d:10.1007_bf03373008. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.