Table of contents - Special Issue: Exploring the sales‐marketing interface
Guest Editors: Paul Matthyssens
Marketing and sales: optimization of a neglected relationship
Paul Matthyssens, Wesley J. JohnstonThe purpose of this paper is to establish the importance of good coordination between marketing and sales. It aims to examine the research conducted to date, the area of marketing…
A study of relationship effectiveness between marketing and sales managers in business markets
Philip L. Dawes, Graham R. MasseyThe purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and…
Customer‐initiated influence tactics in sales and marketing activities
Aberdeen Leila BordersThis paper seeks to describe supplier coordination of sales and marketing activities to manage customer relationships.
Strategic account management: customer value creation through customer alignment
Derrick Philippe Gosselin, Guy André BauwenThe purpose of this paper is to develop an innovative conceptual view on the management of strategic or important customers in business markets, so‐called (key) account…
Cultural frames that drive sales and marketing apart: an exploratory study
Michael Beverland, Marion Steel, G. Peter DapiranDespite the necessity of close integration between marketing and sales, managers report less than satisfactory results in this area. This paper aims to examine what keeps the two…
The three key linkages: improving the connections between marketing and sales
Ralph A. OlivaIn reviewing a spectrum of practice across the 60 member firms of the Institute for the Study of Business Markets, those exhibiting an effective and efficient connection between…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota