Sales and Marketing Integration: A Proposed Framework

Dominique Rouziès · Erin Anderson · Ajay K. Kohli · Ronald E. Michaels · Barton A. Weitz · Andris A. Zoltners

261 citations0/0 files storedJournal of Personal Selling and Sales Management

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Marketing and Advertising Strategies Quality and Supply Management Corporate Governance and Management

Abstract

In this paper, we identify sales and marketing activities and common impediments to their integration. We then discuss the concept of sales–marketing integration and distinguish it from related concepts such as involvement and communication. Following this, we discuss approaches businesses can use to improve sales–marketing integration as well as their potential costs and drawbacks. The paper concludes with a set of propositions identifying the conditions under which sales–marketing integration has the greatest impact on firm performance. © 2005 PSE National Educational Foundation. All rights reserved.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 261 citations exist upstream.

References

1990The Effect of a Market Orientation on Business Profitability 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications 1994The Capabilities of Market-Driven Organizations 1968Organization and Environment: Managing Differentiation and Integration.1990Market Orientation: The Construct, Research Propositions, and Managerial Implications 1994Does Competitive Environment Moderate the Market Orientation-Performance Relationship?1998Market Orientation and Organizational Performance: Is Innovation a Missing Link?1991Product development performance: strategy, organization, and management in the world auto industry

Cited by

2012A Review of Social Media and Implications for the Sales Process 2010Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success 2008Configurations of Marketing and Sales: A Taxonomy 2006The joint contribution of marketing and sales to the creation of superior customer value 2006Developing marketing capabilities for customer value creation through Marketing–Sales integration

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.