Sales and marketing integration: A proposed framework?

Journal of Personal Selling and Sales Management

Volumn 25, Issue 2, 2005, Pages 113-

  Rouziès, Dominique ^a,b   Anderson, Erin ^c,d   Kohli, Ajay K ^e   Michaels, Ronald E ^f   Weitz, Barton A ^g   Zoltners, Andris A ^h  

^a MCGILL UNIVERSITY   (Canada)

^b Centre National de la Recherche Scientifique   (France)

^c UNIVERSITY OF CALIFORNIA   (United States)

^d INSEAD   (United States)

^e UNIVERSITY OF PITTSBURGH   (United States)

^f INDIANA UNIVERSITY   (United States)

^g STANFORD UNIVERSITY   (United States)

^h CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 25444497250     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2005.10749053     Document Type: Article

References (36)

1. Aberdeen Group (2002), “Bridging the Divide: Process, Technology, and the Marketing/Sales Interface,” Marketing View Point, 15, 10 (October 4), 1-12.
2. Aiken, Michael, and Jerald Hage (1968), “Organizational Independence and Intraorganizational Structure,” American Sociological Review, 33 (December), 912-930.
3. Ancona, Deborah Gladstein, and David F. Caldwell (1992), “Demography and Design: Predictors of New Product Team Performance,” Organization Science, 3 (3), 321-341.
4. Cepedes, Frank (1996), “Beyond Teamwork: How the Wise Can Synchronize,” Marketing Management, 5 (Spring), 24-37.
5. Clark, Kim B., and Takahiro Fujimoto (1991), Product Development Performance: Strategy, Organization and Management in the World Auto Industry, Boston: Harvard Business School Press.
6. Day, George S. (1994), “The Capabilities of Market-Driven Organizations,” JournalofMarketing, 58 (October), 38-52.
7. Dewsnap, Belinda, and David Jobber (2000), “The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework,” Journal of Personal Selling & Sales Management, 20, 2 (Spring), 109-119.
8. Erffmeyer, Robert C., and Dale A. Johnson (2001), “An Exploratory Study of Sales Force Automation Practices: Expectations and Realities,” Journal of Personal Selling & Sales Management, 21, 2 (Spring), 167-175.
9. Fisher, Robert J., Eliot Maltz, and Bernard J. Jaworski (1997), “Enhancing Communication Between Marketing and Engineering: The Moderating Role of Relative Functional Identification,” Journal ofMarketing, 61 (July) 54-70.
10. Griffin, Abbie, and John R. Hauser (1996), “Integrating R&D and Marketing: A Review and Analysis of the Literature,” JournalofProductInnovation Management, 13 (3), 191-215.
11. Han, Jin K., Namwoon Kim, and Rajendra K. Srivastava (1998), “Market Orientation and Organizational Performance: Is Innovation a Missing Link?” Journal ofMarketing, 62 (October), 30-45.
12. Hofstede, Geert (1998), “Attitudes, Values and Organizational Culture: Disentangling the Concepts,” Organization Studies, 19 (3), 477-493.
13. Kahn, Kenneth B. (1996), “Interdepartmental Integration: A Definition with Implications for Product Development Performance,” Journal of Product Innovation Management, 13 (2), 137-151.
14. Kahn, Kenneth B. (2001), “Market Orientation, Interdepartmental Integration, and Product Development Performance,” Journal of Product Innovation Management, 18 (September), 314-323.
15. Kahn, Kenneth B., and John Mentzer (1998), “Marketing’s Integration with Other Departments,” JournalofBusiness Research, 42 (May), 53-62.
16. Kohli, Ajay, and Bernard J. Jaworsky (1990), “Market Orientation: The Construct, Research Propositions, and Managerial Implications,” Journal ofMarketing, 54 (April), 1-18.
17. Lawrence, Paul R., and Jon W Lorsch (1967), Organization and Environment: Managing Differentiation and Integration. Boston: Harvard Business School Press.
18. Maltz, Elliot, and Ajay K. Kohli (1996), “Market Intelligence Dissemination Across Functional Boundaries,” Journal of Marketing Research, 33 (February), 47-61.
19. Menon, Ajay, Bernard J. Jaworski, and Ajay K. Kohli (1997), “Product Quality: Impact of Interdepartmental Interactions,” Journal of the Academy of Marketing Science, 25 (3), 187-200.
20. Miller, Tory G., and Erick P. Gist (2003), Selling in Turbulence Times, New York: Accenture-Economist Intelligence Unit Survey.
21. Narver, John C., and Stanley F. Slater (1990), “The Effect of a Marketing Orientation on Business Profitability,” Journal of Marketing, 54 (October), 20-35.
22. Olson, Eric M., Orville C. Walker, Jr., and Robert W. Ruekert (1995), “Organizing for Effective New Product Development: The Moderating Role of Product Innovativeness,” Journal of Marketing, 59 (January), 48-62.
23. Randel, Amy E., and Kimberly S. Jaussi (2003), “Functional Background Identity, Diversity, and Individual Performance in Cross-Functional Teams,” Academy of Management Journal, 46 (6), 763-774.
24. Rousseau, Denise (1990), “Assessing Organization Culture: The Case for Multiple Methods,” in Frontiers of Industrial and Organizational Psychology, vol. 3, B. Schneider, ed., San Francisco: Jossey-Bass, 153-192.
25. Rouzies, Dominique (2004), “Observatoire de la relation marketing-commercial” [Special Report by the Center for the Study of Sales and Marketing Relationships], White paper, ADETEM, BT-Syntegra, HEC-Paris, Microsoft and Novametrie.
26. Ruekert, Robert W., and Orville C. Walker, Jr. (1987), “Marketing’s Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence,” Journal of Marketing, 51 (January), 1-19.
27. Schein, Edgar H. (1993), Organizational Culture and Leadership, 2d ed., San Francisco: Jossey-Bass.
28. Slater, Stanley F., and John C. Narver (1994), “Does Competitive Environment Moderate the Market Orientation-Performance Relationship?” Journal of Marketing, 58 (January), 46-55.
29. Song, Michael X., J. Xie, and Barbara Dyer (2000), “Antecedents and Consequences of Marketing Managers’ ConflictHandling Behaviors,” Journal of Marketing, 64 (January), 50-66.
30. Speier, Cheri, and Viswanath Venkatesh (2002), “The Hidden Minefields in the Adoption of Sales Force Automation Technologies,” Journal of Marketing, 66 (July), 98-112.
31. Strahle, William M., Rosann L. Spiro, and Frank Acito (1996), “Marketing and Sales: Strategic Alignment and Functional Implementation,” Journal of Personal Selling & Sales Management, 16, 1 (Winter), 1-20.
32. Tatikonda, Mohan V., and Mitzi M. Montoya-Weiss (2001), “Integrating Operations and Marketing Perspectives of Product Innovation: The Influence of Organizational Process Factors and Capabilities on Development Performance,” Management Science, 47 (1), 151-172.
33. Weitz, Barton (1978), “The Relationship Between Salesperson Performance and Understanding of Customer Decision Making,” Journal of Marketing Research, 15 (November), 501-517
34. Weitz, Barton, and Erin Anderson (1981), “Organizing the Marketing Function,” in 1981 Annual Review of Marketing, Ben Enis and Kenneth Roering, eds., Chicago: American Marketing Association, 134-142.
35. Workman, John P, Jr., Christian Homburg, and Kjell Gruner (1998), “Marketing Organization: An Integrative Framework of Dimensions and Determinants,” Journal of Marketing, 62 (July), 21-41.
36. Zoltners, Andris (2004), “Sales and Marketing Interface,” paper presented at the Sales Force Summit, University of Houston, Texas, May