Configurations of Marketing and Sales: A Taxonomy
Abstract
Little is known about the interface between separate marketing units and sales units. This article develops a multidimensional model of the marketing and sales interface. The model integrates a broad range of conceptual domains, including information sharing, structural linkages, power, orientations, and knowledge of marketing and sales. The authors empirically explore the conceptual model through a cross-industry study of 337 European...
Paper Details
Title
Configurations of Marketing and Sales: A Taxonomy
Published Date
Mar 1, 2008
Journal
Volume
72
Issue
2
Pages
133 - 154
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