Dominique Rouzies

TL;DR: In this paper, the authors identify sales and marketing activities and common impediments to their integration and discuss the concept of sales-marketing integration and distinguish it from related concepts such as involvement and communication.

TL;DR: In this article, the authors suggest an examination of sales turnover guided by social network theory and propose the simultaneous consideration of the interplay between variables within a comprehensive, integrated multilevel framework.

TL;DR: In this paper, the authors examine some issues affecting the interfaces between elements of the embedded sales force and suggest some directions for future research and methods for examining these issues, which are discussed in detail.

TL;DR: In this article, the authors examine some issues affecting the interfaces between elements of the embedded sales force and suggest some directions for future research and methods for examining these issues, as well as suggest some ways to examine these issues.

TL;DR: In this article, a model examining the influence of cultural factors on sales compensation decisions of managers (incentive vs. fixed pay and parity vs. equity allocation) was proposed to understand why managers choose one sales compensation form rather than another, where theoretical answers typically focus on the type of plans managers should design, not on the factors that managers actually consider.