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The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing / FitzHugh Kenneth Le Meunier- in Industrial marketing management, Vol. 40 N° 7 (Special issue) (Octobre 2011) 

Public ISBD [article]  in Industrial marketing management > Vol. 40 N° 7 (Special issue) (Octobre 2011) . - pp. 1161–1171 Titre : The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing Type de document : texte imprimé Auteurs : FitzHugh Kenneth Le Meunier-, Auteur ; Massey , Graham R., Auteur ; Piercy Nigel F., Auteur Année de publication : 2012 Article en page(s) : pp. 1161–1171 Langues : Anglais (eng) Mots-clés : 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 [article] The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing [texte imprimé] / FitzHugh Kenneth Le Meunier-, Auteur ; Massey , Graham R., Auteur ; Piercy Nigel F., Auteur . - 2012 . - pp. 1161–1171. Langues : Anglais (eng) in Industrial marketing management > Vol. 40 N° 7 (Special issue) (Octobre 2011) . - pp. 1161–1171 Mots-clés : 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