Purpose – Despite the necessity of close integration between marketing and sales, managers report less than …. Findings – The research finds that conflicts between marketing and sales are driven by differences in beliefs about the valid … sales and marketing, provide sales with a strategic voice, and attend to structural issues that drive the two functions …

Purpose – The purpose of this paper is to examine sales as a management science and discusses ways to improve the sales …-year global study of over 28,000 B2B sales professionals and 50,000 competitive deal reviews, Holden categorizes sellers … along a Four Stage Model of Sales Proficiency. Additionally, the paper suggests ways to update a company’s sales …

in the quarters prior to the takeover, targets engage in more aggressive upwards earnings management in the post-SOX era …

-learning systems in the ownership and intellectual property of educational materials. It has been inductively discovered that academics … institutions they are affiliated with. The main reasons for this mistrust are associated with perceptions of ownership and … ambiguities concerning this type of ownership and intellectual property, through the creation of clear institutional rules and …

Abstract The ownership and governance of for-profit (FP), nonprofit (NP), and local government (LG) organizations are …

The paper studies agents' general or specific investment decisions under different ownership structures in a thin … linkages. It focuses on the roles of both competition and ownership. An investor is more likely to make specific investments as …. Otherwise, inefficient, general investments and irrelevance of ownership are more likely to result. The problem in which the …