| Titre : | The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing (2012) |
| Auteurs : | FitzHugh Kenneth Le Meunier-, Auteur ; Massey , Graham R., Auteur ; Piercy Nigel F., Auteur |
| Type de document : | Article : texte imprimé |
| Dans : | Industrial marketing management (Vol. 40 N° 7 (Special issue), Octobre 2011) |
| Article en page(s) : | pp. 1161–1171 |
| Langues : | Anglais |
| Tags : | rewards alignment ; management support for coordination ; sales/marketing interface ; collaboration ; inter-functional conflict |
| Résumé : | This research was carried out using five case studies and a survey to discover how sales and marketing managers are rewarded and if alignment of rewards can improve collaboration between sales and marketing and/or reduce inter-functional conflict. In addition, it examined the role of senior managers' support for coordination on sales/marketing collaboration. The results reveal that organizations which use aligned rewards can increase sales/marketing collaboration through such reward structures, but not reduce inter-functional conflict. In addition, senior managers' support for coordination is vital, as it increases sales/marketing collaboration, and strongly reduces inter-functional conflict. This is important because inter-functional conflict has a strong negative impact on collaboration between sales and marketing in business to business firms. |
| Note de contenu : | industrial marketing |
| DEWEY : | 650 |
| ISSN : | 0019-8501 |
| En ligne : | http://www.sciencedirect.com/science/article/pii/S0019850110001963 |
