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A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface
3 references·16 citing·51 second hop
A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface (2006)A Three-Stage Model of Integrated Marketi…Planning Marketing-Mix Strategies in the Presence of Interaction Effects (2005)Planning Marketing-Mix Strate…Understanding the Impact of Synergy in Multimedia Communications (2003)Understanding the Impact of S…Advertising And Promotion: Integrated Marketing Communications Perspective (1997)Advertising And Promotion: In…Customer agility in the modern automotive sector: how lead management shapes agile digital companies (2021)Customer agility in the moder…Sales enablement: conceptualizing and developing a dynamic capability (2020)Sales enablement: conceptuali…Inefficiencies in Digital Advertising Markets (2020)Inefficiencies in Digital Adv…The role of lead management systems in inside sales performance (2019)The role of lead management s…B2B content marketing for professional services: In-person versus digital contacts (2017)B2B content marketing for pro…Unlocking the Power of Integrated Marketing Communications: How Integrated Is Your IMC Program? 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Evidence from a social capital perspective (2014)Does marketing and sales inte…Uncovering the Value of Green Advertising for Environmental Management Practices (2013)Uncovering the Value of Green…Media Multiplexing Behavior: Implications for Targeting and Media Planning (2013)Media Multiplexing Behavior: …The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads (2012)The Sales Lead Black Hole: On…The effects of mailing design characteristics on direct mail campaign performance (2012)The effects of mailing design…This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance (2011)This ad’s for you: the indire…The Effects of Traditional and Social Earned Media on Sales: A Study of a Microlending Marketplace (2011)The Effects of Traditional an…Sales force modeling: State of the field and research agenda (2010)Sales force modeling: State o…Marketing–sales interface configurations in B2B firms (2009)Marketing–sales interface con…Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance (2009)Dispersion of influence betwe…Effects of externally mediated rewards on intrinsic motivation. 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References

  • 1997Advertising And Promotion: Integrated Marketing Communications Perspective1,798 cited
  • 2003Understanding the Impact of Synergy in Multimedia Communications571 cited
  • 2005Planning Marketing-Mix Strategies in the Presence of Interaction Effects227 cited

Cited by

  • 2011The Effects of Traditional and Social Earned Media on Sales: A Study of a Microlending Marketplace601 cited
  • 2020Inefficiencies in Digital Advertising Markets162 cited
  • 2016Unlocking the Power of Integrated Marketing Communications: How Integrated Is Your IMC Program?151 cited
  • 2017B2B content marketing for professional services: In-person versus digital contacts142 cited
  • 2012The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads115 cited
  • 2009Marketing–sales interface configurations in B2B firms110 cited
  • 2011This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance99 cited
  • 2010Sales force modeling: State of the field and research agenda77 cited
  • 2014Does marketing and sales integration always pay off? Evidence from a social capital perspective74 cited
  • 2013Media Multiplexing Behavior: Implications for Targeting and Media Planning71 cited
  • 2013Uncovering the Value of Green Advertising for Environmental Management Practices

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69 cited
  • 2020Sales enablement: conceptualizing and developing a dynamic capability64 cited
  • 2009Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance64 cited
  • 2019The role of lead management systems in inside sales performance62 cited
  • 2021Customer agility in the modern automotive sector: how lead management shapes agile digital companies58 cited
  • 2012The effects of mailing design characteristics on direct mail campaign performance58 cited