Sales and Marketing Integration: A Proposed Framework

Dominique Rouzies (), Erin Anderson, A. K. Kohli, R. E. Michaels, Barton A. Weitz and A. A. Zoltners
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Dominique Rouzies: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique

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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

Keywords: sales-marketing; integration (search for similar items in EconPapers)
Date: 2005
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Citations: View citations in EconPapers (30)

Published in Journal of Personal Selling & Sales Management, 2005, XXV (2), pp.113-122

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-00004748

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