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An exploratory study of sales‐marketing integrative devices
16 references·15 citing·43 second hop
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References

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  • 1994Handbook of Qualitative Research26,587 cited
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  • 1989The Comparative Method: Moving Beyond Qualitative and Quantitative Strategies4,202 cited
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  • 1974On Using Informants: A Technique for Collecting Quantitative Data and Controlling Measurement Error in Organization Analysis587 cited
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  • 1998Marketing Organization: An Integrative Framework of Dimensions and Determinants324 cited
  • 2005Job Satisfaction, Job Performance, and Effort: A Reexamination Using Agency Theory

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319 cited
  • 1994Brands, Brand Management, and the Brand Manager System: A Critical-Historical Evaluation315 cited
  • Cited by

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    • 2022The sales-marketing interface: A systematic literature review and directions for future research46 cited
    • 2017Strategic and operational alignment of sales-marketing interfaces: Dual paths within an SME configuration37 cited
    • 2021Marketing strategy implementation impediments and remedies: A multi-level theoretical framework within the sales-marketing interface36 cited
    • 2017Interfacing and customer-facing: Sales and marketing selling centers36 cited
    • 2019Improving relationships between sales and marketing: the relative effectiveness of cross-functional coordination mechanisms35 cited
    • 2020Tensions within the sales ecosystem: a multi-level examination of the sales-marketing interface32 cited
    • 2023The impact of digital tools on sales-marketing interactions and perceptions31 cited
    • 2011Exploration of sales-marketing interface nuances in Saudi Arabia28 cited
    • 2022A synthesis of research on the marketing-sales interface (1984–2020)27 cited
    • 2011Turf wars: what the intraorganisational conflict literature may contribute to our understanding of marketing strategy implementation20 cited
    • 2020Flexibility in marketing & sales interfacing processes19 cited
    • 2017A Repertoire of Marketers' Trust-Building Strategies Within The Sales-Marketing Interface17 cited
    • 2012Effective Persuasion of International Business Sales Letters16 cited
    • 2022Top Management Commitment and Sales Force Performance of Beverage Manufacturing Companies in Nigeria3 cited