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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-, Auteur ; Massey , Graham R., Auteur ; Piercy Nigel F., Auteur |

Dans Industrial marketing management (Vol. 40 N° 7 (Special issue), Octobre 2011)

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 confl[...]

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