Journal ArticleDOI
Does Collaboration Between Sales and Marketing Affect Business Performance
TLDR
In this paper, the authors examined the importance of this proposition and found that there is a direct and positive relationship between these two constructs and identified five antecedents to improving collaboration between sales and marketing and outlined the management implications of the study.Abstract:
Prior research proposes that greater collaboration between sales and marketing has benefits to the organization through improved business performance. This study examines the importance of this proposition and finds that there is a direct and positive relationship between these two constructs. In addition, this study identifies five antecedents to improving collaboration between sales and marketing and outlines the management implications of the study. The findings indicate that a positive senior management attitude toward collaboration between sales and marketing, the reduction of interdepartmental conflict, the improvement of communications, the establishment of organizational learning, and effective market intelligence systems are important antecedents to effective collaboration between sales and marketing.read more
Citations
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Development of industrial service offerings: a process framework
TL;DR: In this article, the authors propose a service development process that is adapted to manufacturing companies and discuss its implications for companies with a traditional focus on product development and product sales, and highlight the importance of considering both NSD and new product development together.
Journal ArticleDOI
What makes strategy making across the sales-marketing interface more successful?
Avinash Malshe,Ravipreet S. Sohi +1 more
TL;DR: In this paper, the authors propose a process-based model for marketing strategy making in the sales-marketing interface, which is a three-stage, multifaceted process that consists of Groundwork, Transfer and Followup stages.
Journal ArticleDOI
Organizational Learning and CRM Success: A Model for Linking Organizational Practices, Customer Data Quality, and Performance
TL;DR: In this article, the authors developed and tested an organizational learning framework of the relationship between organizational processes, customer data quality and firm performance, and found that high quality customer data impact both customer and business performance.
Journal ArticleDOI
How is marketers' credibility construed within the sales-marketing interface?
TL;DR: In this paper, the authors integrate interdisciplinary research on credibility and the sales-marketing interface with interview data from 33 informants to expound three components of this phenomenon; expertise, trust, and interpersonal proximity.
Journal ArticleDOI
Sales Buy-In of Marketing Strategies: Exploration of its Nuances, Antecedents, and Contextual Conditions
Avinash Malshe,Ravipreet S. Sohi +1 more
TL;DR: In this article, the authors used a qualitative research design with the grounded theory method to explore the multifaceted nature of sales buy-in, that is, the sales function's belief that marketers' proposed strategy is appropriate and has merit.
References
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Journal ArticleDOI
Estimating Nonresponse Bias in Mail Surveys
TL;DR: This article used subjective estimates and extrapolations in an analysis of mail survey data from published studies for estimates of the magnitude of bias and found that the use of extrapolation led to substantial improvements over a strategy of not using extrapolation.
Posted Content
Estimating Nonresponse Bias in Mail Surveys
JS Armstrong,Terry Overton +1 more
TL;DR: Valid predictions for the direction of nonresponse bias were obtained from subjective estimates and extrapolations in an analysis of mail survey data from published studies and the use of extrapolation led to substantial improvements over a strategy of not using extrapolation.
Journal ArticleDOI
The Effect of a Market Orientation on Business Profitability
John C. Narver,Stanley F. Slater +1 more
TL;DR: In this paper, the authors have been observing for more than three decades that business performance is affected by market orientation, yet to date there has been no valid measure of market orientation.
Journal ArticleDOI
Market orientation: The construct, research propositions, and managerial implications.
TL;DR: The literature reflects remarkably little effort to develop a framework for understanding the implementation of the marketing concept as mentioned in this paper, and the authors synthesize extant knowledge on the subject and pro-pose a knowledge-based approach.
Journal ArticleDOI
What Is Coefficient Alpha? An Examination of Theory and Applications
TL;DR: A review of the Social Sciences Citations Index for the literature from 1966 to 1990 revealed that Cronbach's (1951) article had been cited approximately 60 times per year and in a total of 278 different journals.
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