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Sales and Marketing Integration : A Proposed Framework

Citations

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Cited by:

  1. 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.
  2. Rouziès, Dominique & Hulland, John & Barclay, Donald W, 2010. "Does marketing and sales integration always pay off? evidence from a social capital perspective," HEC Research Papers Series 933, HEC Paris.
  3. Schachtsieck, Daniel, 2022. "Battle of Realities – eine qualitativ-empirische Analyse über den Einsatz von Augmented Reality und Virtual Reality im Vertrieb [Battle of Realities – a Qualitative-Empirical Analysis of the Use of," Junior Management Science (JUMS), Junior Management Science e. V., vol. 7(5), pages 1361-1374.
  4. Cometto, Teresa & Nisar, Arsalan & Palacios, Miguel & Le Meunier-FitzHugh, Kenneth & Labadie, Gaston J., 2016. "Organizational linkages for new product development: Implementation of innovation projects," Journal of Business Research, Elsevier, vol. 69(6), pages 2093-2100.
  5. 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.
  6. Duncan Simester & Juanjuan Zhang, 2014. "Why Do Salespeople Spend So Much Time Lobbying for Low Prices?," Marketing Science, INFORMS, vol. 33(6), pages 796-808, November.
  7. Beeler, Lisa & Zablah, Alex & Johnston, Wesley J., 2017. "How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm," Journal of Business Research, Elsevier, vol. 74(C), pages 66-76.
  8. Gupta, Suraksha & Gallear, David & Rudd, John & Foroudi, Pantea, 2020. "The impact of brand value on brand competitiveness," Journal of Business Research, Elsevier, vol. 112(C), pages 210-222.
  9. Manfred Bruhn & Daniela B. Schäfer & Verena Schoenmüller, 2012. "Integrationsnotwendigkeiten im Marketing und Vertrieb bei der Transformation zum Lösungsanbieter — Ergebnisse einer empirischen Studie und Schlussfolgerungen," Schmalenbach Journal of Business Research, Springer, vol. 64(65), pages 88-113, January.
  10. Arndt, Aaron D. & Karande, Kiran & Landry, Timothy D., 2011. "An Examination of Frontline Cross-functional Integration during Retail Transactions," Journal of Retailing, Elsevier, vol. 87(2), pages 225-241.
  11. Silvio Cardinali & Gian Luca Gregori & Paola Palanga, 2014. "SFA Adoption: Empirical Evidences from a Case Study," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 4(6), pages 123-136, June.
  12. Daniela Kolouchová & Jan Rožek, 2014. "Is it Possible to Improve the Relationship between Marketing and Sales?," Central European Business Review, Prague University of Economics and Business, vol. 2014(4), pages 30-36.
  13. Helm, Roland & Gritsch, Stephanie, 2013. "Implementierung des Marketing-Intelligence Konzepts in B-to-B Unternehmen," University of Regensburg Working Papers in Business, Economics and Management Information Systems 474, University of Regensburg, Department of Economics.
  14. Gabor Hetenyi & Magdolna Szilasi & Attila Lengyel, 2019. "PLS Modelling of Factors Aff ecting the Cooperation Between Sales and Marketing in Pharmaceutical and Non-Pharmaceutical Manufacturing Firms," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 31(2), pages 227-247.
  15. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
  16. Silvio Cardinali & Gian Luca Gregori & Paola Palanga, 2014. "SFA Adoption: Empirical Evidences from a Case Study," International Journal of Business and Social Research, LAR Center Press, vol. 4(6), pages 123-136, June.
  17. Avlonitis George J. & Lionakis Konstantinos, 2015. "Marketing-Sales Interface and Organizational Competitiveness," Marketing of Scientific and Research Organizations, Sciendo, vol. 15(1), pages 59-76, March.
  18. Malshe, Avinash, 2010. "How is marketers' credibility construed within the sales-marketing interface?," Journal of Business Research, Elsevier, vol. 63(1), pages 13-19, January.
  19. Keszey, Tamara & Biemans, Wim, 2016. "Sales–marketing encroachment effects on innovation," Journal of Business Research, Elsevier, vol. 69(9), pages 3698-3706.
  20. Kevin Bradford & Steven Brown & Shankar Ganesan & Gary Hunter & Vincent Onyemah & Robert Palmatier & Dominique Rouziès & Rosann Spiro & Harish Sujan & Barton Weitz, 2010. "The embedded sales force: Connecting buying and selling organizations," Marketing Letters, Springer, vol. 21(3), pages 239-253, September.
  21. Rehme, Sarina & Rennhak, Carsten, 2011. "Marketing and sales: Successful peacekeeping," Reutlingen Working Papers on Marketing & Management 2011-11, Reutlingen University, ESB Business School.
  22. Zhang, Hao & Liang, Xiaoning & Moon, Hakil, 2020. "Fashion cewebrity involvement in new product development: Scale development and an empirical study," Journal of Business Research, Elsevier, vol. 120(C), pages 321-329.
  23. Daniela Corsaro & Isabella Maggioni, 2021. "Managing the sales transformation process in B2B: between human and digital," Italian Journal of Marketing, Springer, vol. 2021(1), pages 25-56, June.
  24. Vaid, Shashank & Ahearne, Michael & Honig, Benson & Krause, Ryan, 2023. "Customer-related executive leadership turnover and firm performance: A dilemma of firm-level human resource contingencies," Journal of Business Research, Elsevier, vol. 159(C).
  25. Trentin, Alessio & Forza, Cipriano & Perin, Elisa, 2015. "Embeddedness and path dependence of organizational capabilities for mass customization and green management: A longitudinal case study in the machinery industry," International Journal of Production Economics, Elsevier, vol. 169(C), pages 253-276.
  26. Arnett, Dennis B. & Wittmann, C. Michael, 2014. "Improving marketing success: The role of tacit knowledge exchange between sales and marketing," Journal of Business Research, Elsevier, vol. 67(3), pages 324-331.
  27. Hajdas, Monika & Radomska, Joanna & Silva, Susana C., 2022. "The omni-channel approach: A utopia for companies?," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
  28. Chi-Hsiang Chen & Ming-ji Lin, 2011. "An assessment of post-M&A integration influences on new product development performance: An empirical analysis from China, Taiwan, and HK," Asia Pacific Journal of Management, Springer, vol. 28(4), pages 807-831, December.
  29. Abadie, Amelie & Roux, Mélanie & Chowdhury, Soumyadeb & Dey, Prasanta, 2023. "Interlinking organisational resources, AI adoption and omnichannel integration quality in Ghana’s healthcare supply chain," Journal of Business Research, Elsevier, vol. 162(C).
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