Title

Sales And Marketing Integration: A Proposed Framework?

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. © 2005 PSE National Educational Foundation. All rights reserved.

Publication Date

1-1-2005

Publication Title

Journal of Personal Selling and Sales Management

Volume

25

Issue

2

Number of Pages

113-

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1080/08853134.2005.10749053

Socpus ID

25444497250 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/25444497250

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