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Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface

Malshe, Avinash - In: Journal of strategic marketing 17 (2009) 3/4, pp. 271-289

Persistent link: https://www.econbiz.de/10003887649

How is marketers' credibility construed within the sales-marketing interface?

Malshe, Avinash - In: Journal of business research : JBR 63 (2010) 1, pp. 13-19

Persistent link: https://www.econbiz.de/10003909480

Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface

Malshe, Avinash - In: Strategic sales and strategic marketing, (pp. 83-101). 2011

Persistent link: https://www.econbiz.de/10008798055

An exploration of key connections within sales-marketing interface

Malshe, Avinash - In: The journal of business & industrial marketing 26 (2011) 1, pp. 45-57

Persistent link: https://www.econbiz.de/10009007646

Tensions within the sales ecosystem : a multi-level examination of the sales-marketing interface

Malshe, Avinash; Krush, Michael T. - In: Journal of Business & Industrial Marketing 36 (2020) 4, pp. 571-589

Purpose: The purpose of this study is to understand one portion of the sales ecological system. This paper focuses on the mesolevel or intra-organizational system that includes the sales and marketing functions. This paper examines distinct tensions at three levels of the firm’s hierarchy and...

Persistent link: https://www.econbiz.de/10012412489

The Paradoxical Effects of Interactive Information Technology on Sales-Marketing Interface Communication1

Keszey, Tamara; Biemans, Wim; Malshe, Avinash - 2013

Persistent link: https://www.econbiz.de/10011287888

Sales buy-in of marketing strategies : exploration of its nuances antecedents, and contextual conditions

Malshe, Avinash; Sohi, Ravipreet S. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 207-225

Persistent link: https://www.econbiz.de/10003882814

Marketing-sales interface configurations in B2B firms

Biemans, Wim G.; Brenčič, Maja Makovec; Malshe, Avinash - In: Industrial marketing management : the international … 39 (2010) 2, pp. 183-194

Persistent link: https://www.econbiz.de/10003956044

Business-to-Business negotiations : the role of relativism, deceit, and opportunism

Malshe, Avinash; Khatib, Jamal A. al-; Sailors, John J. - In: Journal of business-to-business marketing 17 (2010) 2, pp. 173-207

Persistent link: https://www.econbiz.de/10003991864

Perception of unethical negotiation tactics : a comparative study of US and Saudi managers

Khatib, Jamal A. al-; Malshe, Avinash; AbdulKader, Mazen - In: International business review : the official journal of … 17 (2008) 1, pp. 78-102

Persistent link: https://www.econbiz.de/10003701627