Add to ORKGInternational audienceIn this paper, we identify sales and marketing activities, and common impediments to their integration. We then discuss the concept of sales-marketing integration, and distinguish it from related concepts such as involvement and communication. Following this, we discuss approaches businesses can use to improve sales-marketing integration as well as their potential costs and drawbacks. The paper concludes with a set of propositions identifying the conditions under which sales-marketing integration has the greatest impact on firm performanc
The capacity to create superior customer value stems from the marketing capabilities a company posse...
This paper focuses on identifying and exploring the antecedents and consequences of collaboration be...
Sales and marketing are two primary business functions that focus on creating satisfied customers. D...
International audienceIn this paper, we identify sales and marketing activities, and common impedime...
In this paper, we identify sales and marketing activities and common impediments to their integratio...
The objective of this chapter is to disentangle the complex issue of managing the integration of Sal...
In a world where markets are characterized by ever increasing competition, companies have to focus...
As for Mergers and Acquisitions (M&As), cross-border M&As are particularly problematic and c...
Purpose – The purpose of this research was to characterize the relationship between the sales and ma...
Purpose – The purpose of this paper is to explore the sales and marketing interface and to identify ...
Marketing integration in mergers and acquisitions (M&As) is an important means of ensuring the survi...
Purpose: The purpose of this paper is to explore the sales and marketing interface and to identify s...
Purpose: The purpose of this paper is to examine operational-level implementation issues regarding...
While integration within the sales-marketing interface is critical in order to create value for thei...
Marketing integration in mergers and acquisitions (M&As) is an important avenue in ensuring the surv...
The capacity to create superior customer value stems from the marketing capabilities a company posse...
This paper focuses on identifying and exploring the antecedents and consequences of collaboration be...
Sales and marketing are two primary business functions that focus on creating satisfied customers. D...
International audienceIn this paper, we identify sales and marketing activities, and common impedime...
In this paper, we identify sales and marketing activities and common impediments to their integratio...
The objective of this chapter is to disentangle the complex issue of managing the integration of Sal...
In a world where markets are characterized by ever increasing competition, companies have to focus...
As for Mergers and Acquisitions (M&As), cross-border M&As are particularly problematic and c...
Purpose – The purpose of this research was to characterize the relationship between the sales and ma...
Purpose – The purpose of this paper is to explore the sales and marketing interface and to identify ...
Marketing integration in mergers and acquisitions (M&As) is an important means of ensuring the survi...
Purpose: The purpose of this paper is to explore the sales and marketing interface and to identify s...
Purpose: The purpose of this paper is to examine operational-level implementation issues regarding...
While integration within the sales-marketing interface is critical in order to create value for thei...
Marketing integration in mergers and acquisitions (M&As) is an important avenue in ensuring the surv...
The capacity to create superior customer value stems from the marketing capabilities a company posse...
This paper focuses on identifying and exploring the antecedents and consequences of collaboration be...
Sales and marketing are two primary business functions that focus on creating satisfied customers. D...