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Interfacing and customer-facing : sales and marketing selling centers
Johnson, Jeff S.; Matthes, Joseph M.; Friend, Scott B. - In: Industrial marketing management : the international … 77 (2019), pp. 41-56
Persistent link: https://www.econbiz.de/10012004135
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An impact-oriented implementation approach in business marketing research : introduction to the special issue on "implementing strategies and theories of B2B marketing and sales ma...
Möller, K. E. Kristian; Parvinen, Petri - In: Industrial marketing management : the international … 45 (2015), pp. 3-11
Persistent link: https://www.econbiz.de/10010530588
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Dispersion of influence between marketing and sales : its effects on superior customer value and market performance
Troilo, Gabriele; Luca, Luigi M. de; Guenzi, Paolo - In: Industrial marketing management : the international … 38 (2009) 8, pp. 872-882
Persistent link: https://www.econbiz.de/10003924775
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The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing
Le Meunier-FitzHugh, Kenneth; Massey, Graham R.; … - In: Industrial marketing management : the international … 40 (2011) 7, pp. 1161-1171
Persistent link: https://www.econbiz.de/10009492025
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Enhancing organizational sensemaking : an examination of the interactive effects of sales capabilities and marketing dashboards
Krush, Michael T.; Agnihotri, Raj; Trainor, Kevin J.; … - In: Industrial marketing management : the international … 42 (2013) 5, pp. 824-835
Persistent link: https://www.econbiz.de/10010211301
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Flexibility in marketing & sales interfacing processes
Dewsnap, Belinda; Micevski, Milena; Cadogan, John W.; … - In: Industrial marketing management : the international … 91 (2020), pp. 285-300
Persistent link: https://www.econbiz.de/10012422224
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A process model of tacit knowledge transfer between sales and marketing
Arnett, Dennis B.; Wittmann, C. Michael; Hansen, John D. - In: Industrial marketing management : the international … 93 (2021), pp. 259-269
Persistent link: https://www.econbiz.de/10012501910
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The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.; Malshe, Avinash; Johnson, Jeff S. - In: Industrial marketing management : the international … 102 (2022), pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
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A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.; Hughes, Douglas E.; Schrock, Wyatt A. - In: Industrial marketing management : the international … 105 (2022), pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
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Manufacturers' reliance on channel intermediaries : value drivers in the presence of a direct web channel
Chung, Chiayin; Chatterjee, Sharmila C.; Sengupta, Sanjit - In: Industrial marketing management : the international … 41 (2012) 1, pp. 40-53
Persistent link: https://www.econbiz.de/10009513225