Central European Business Review Vol. 3 No. 4

Is it Possible to Improve the Relationship between Marketing and Sales?

DOI: https://doi.org/10.18267/j.cebr.100

[plný text (PDF)]

Daniela Kolouchová, Jan Rožek

N/A

JEL klasifikace: M31

Reference:
Dawes, P. L., Massey, G. R. (2005). Antecendents of Conflict on Marketing Cross-functional Relationship with Sales. European Journal of Marketing, 39 (11/12): 1327-1344.

Dewsnap, B., Jobber, D. (2000). A Social Psychological Model of Relations Between Marketing a Sales. European Journal of Marketing, 36 (7/8): 874-894.

Graham, V. W. (2007). Aligning sales & marketing for dynamic growth. SuperVision, 68 (10): 14.

Hulland, J., Nenkov, G. Y., Barclay, D. W. (2012). Perceived Marketing–Sales Relationship Effectiveness: A Matter of Justice. Journal of the Academic Marketing Science , 40: 450-467.

Kotler, P., Keller, K. (2013). Marketing Management. Prague: Grada.

Kotler, P., Rackham, N., Krishnaswamy, S. (2006). Ending the War between Sales & Marketing. Harward Business Review, 84 (7/8): 68-78.

Malshe, A. (2011). An Exploration of Key Connections within Sales-Marketing Interface. Journal of Business & Industrial Marketing, 26 (1): 45-57.

Jaworski, B. J., Kohli, A. K. (1993). Market Orientation: Antecedents and Consequences. The Journal of Marketing, 57 (3): 53-70.

Maltz, E., Kohli, A. K. (2000). Reducing Marketing's Conflict with Other Functions. Journal of Academy of Marketing Science, 28 (4): 479-492.

Matthyssens, P., Johnston, W. J. (2006). Marketing and Sales: Optimization of a Neglected Relationship. Journal of Business & Industrial Marketing, 21 (6): 338–345.

Meunier-FitzHugh, K. L., Piercy, N. F. (2010). Improving the Relationship Between Sales and Marketing. European Business Review, 22 (3): 287-305.

Miller, T. G., Gist, E. P. (2003). Selling in Turbulence Times. New York: Accenture-Economist Inteligence Unit Survey.

Nabavizadeh, R., Momeni, M., Saidi, S. S. (2013). The Impact of Aligned Rewards and Senior Manager Attitudes on Conflict and Collaboration between Sales and Marketing in JahanBehbood Pharmaceutical Co. International Research Journal of Applied and Basic Sciences, 5: 756-761.

Oliva, R. A. (2006). The Three Key Linkages: Improving The Connections Between Marketing and Sales. Journal of Business & Industrial Marketing , 21 (6): 395–398.

Rafi, A., Saleem, Y., Iqbal, J., Iftikhar, A., Nawaz, M. (2013). Collaboration Between Sales and Marketing Increases the Business Performance: Evidence from Pakistani export industry. International Journal of Research in Commerce and Management, 4 (2): 46-50.

Rouziès, D. (2004). Observatoire de la relation marketing-commercial. White paper, ADETEM, BT-Syntegra, HEC-Paris, Microsoft and Novamétrie, (accessed August 28, 2014), [available at https://www.google.com/webhp?rct=j#q=Observatoire+de+la+relation+marketing-commercial].

Rouziès, D., Anderson, E., Kohli, A. K., Michaels, R. E., Weitz, B. A., Zoltners, A. A. (2005). Sales and Marketing Integration: A Proposed Framework. Journal of Personal Selling & Sales Management, 25 (2): 113-122.

Tahal, R., Stříteský, V. (2013). Building the Effective Loyalty Program. In: Basl, J., Jašek, P., Novotný, O., Tjoa, A Min (ed.). Confenis-2013. Prague, 11. 09. 2013 – 13. 09. 2013. Linz: Trauner Verlag, 251–258.

The Economist Inteligence Unit. (2006). The future of marketing From monologue to dialogue. Economist Intelligence Unit white paper sponsored by Google [online]. London: The Economist Intelligence Unit, (accessed August 28, 2014), [available at http://graphics.eiu.com/files/ad_pdfs/Google_Future_of_Marketing_060907.pdf].

Weby Vysoké školy ekonomické v Praze využívají pro optimalizaci svého obsahu a poskytovaných služeb cookies. Prosíme o udělení souhlasu s jejich uložením.

Vyberte služby, pro které chcete povolit využívání cookies: