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Sales and Marketing Integration: A Proposed Framework, Journal of Personal Selling & Sales 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.

Type

Article

Author(s)

Dominique Rouzies, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz, Andris Zoltners

Date Published

2005

Citations

Rouzies, Dominique, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz, and Andris Zoltners. 2005. Sales and Marketing Integration: A Proposed Framework. Journal of Personal Selling & Sales Management. 25(2): 113-122.

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