[1. Avlonitis, J. George & Spyros Gounaris (1997). Marketing orientation and company performance, Industrial Marketing Management, Vol. 26, 385-402.]Search in Google Scholar
[2. Bagozzi, R.P. and Baumgartner, H. (1994). The Evaluation of Structural Equation Models and Hypothesis Testing. In: Principles of Marketing Research. Richard P. Bagozzi, ed. Cambridge, MA: Blackwell Business, 386-422.]Search in Google Scholar
[3. Bagozzi, R.P. and Youjae Yi (1988). On the Evaluation of Structural Equation Models, Journal of the Academy of Marketing Science, Vol. 16 (1), 74-94.]Search in Google Scholar
[4. Brencic, M.M., Biemans W.G., and Malshe, A. (2009). Sales-Marketing interface, its configurations and effects: the case study of Dutch and Slovenian B2B firms, Akademia MM, (November) 77-81.]Search in Google Scholar
[5. Biemans W.G., Brencic, M.M., and Malshe, A. (2010). Marketing-sales interface configurations in B2B firms, Industrial Marketing Management, Vol. 39, 183-194.]Search in Google Scholar
[6. Bunn, M.D. (1993). Taxonomy of Buying Decision Approaches, Journal of Marketing, Vol. 57 (January), pp. 38-56.]Search in Google Scholar
[7. Cannon, J.P. and Perreault Jr., W.D. (1999). Buyer-Seller Relationships in Business Markets, Journal of Marketing Research, Vol. 36 (November), 439-60.]Search in Google Scholar
[8. Cespedes (1995), Concurrent Marketing: Integrating Product, Sales, and Service. Boston: Harvard Business School Press.]Search in Google Scholar
[9. Day, G. (1999), Aligning Organizational Structure to the Market, Business Strategy Review, 10 (3), 33-46.10.1111/1467-8616.00109]Search in Google Scholar
[10. Deshpandé, R., Farley, J.U. and Webster Jr, F.E. (1993). Corporate culture, customer orientation, and innovativeness in Japanese firms: a quadrad analysis, Journal of Marketing, Vol. 57 (1), 23-37.]Search in Google Scholar
[11. Dewsnap, B. and Jobber, D. (2000), The sales-marketing interface in consumer packaged- goods companies: a conceptual framework, Journal of Personal Selling and Sales Management, Vol. 20 (2), 109-19.]Search in Google Scholar
[12. Dewsnap, B. and Jobber, D. (2002), A social psychological model of relations between marketing and sales, European Journal of Marketing, Vol. 36 (7/8), 874-94.]Search in Google Scholar
[13. Fornell, C. and Larcker, D.F. (1981). Evaluating Structural Equation Models with Unobservable Variables and Measurement Error, Journal of Marketing Research, Vol. 18 (February), 39-50.]Search in Google Scholar
[14. Guenzi, P. and Troilo, G. (2007), The joint contribution of marketing and sales to the creation of superior customer value, Journal of Business Research, Vol. 60 (February), 98-107.]Search in Google Scholar
[15. Homburg C., and Jensen, O. (2007). The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?, Journal of Marketing, Vol. 71 (July), 124-142]Search in Google Scholar
[16. Homburg, C., Jensen, O., and Krohmer, H. (2008). Configurations of Marketing and Sales: A Taxonomy, Journal of Marketing, Vol. 72, 133-154.]Search in Google Scholar
[17. Homburg, C., Workman Jr., J.P. and Jensen, O. (2002). A Configurational Perspective on Key Account Management, Journal of Marketing, Vol. 66 (April), 38-60.]Search in Google Scholar
[18. Homburg, C., Workman Jr., J.P. and Krohmer, H. (1999), Marketing’s Influence Within the Firm, Journal of Marketing, 63 (April), 1-17.10.1177/002224299906300201]Search in Google Scholar
[19. Hult, G., Thomas, M., Ketchen, Jr., D.J. and Slater, S.F. (2002). A Longitudinal Study of the Learning Climate and Cycle Time in Supply Chains, Journal of Business and Industrial Marketing, Vol. 17 (4), 302-323]Search in Google Scholar
[20. Hughes, D.E., Malshe, A. and LeBon, J. (2012). The Marketing-Sales Interface at the Interface: Creating Market-Based Capabilities through Organizational Synergy, Journal of Personal Selling and Sales Management, Vol 32, 57-72.10.2753/PSS0885-3134320106]Search in Google Scholar
[21. Hulland, J., Nenkov, G. and Barclay, D. (2012). Perceived marketing-sales relationship effectiveness: a matter of justice, Journal of the Academy of Marketing Science, Vol. 40, 450-467]Search in Google Scholar
[22. Jaworski, B. & Kohli, J. (1993). Market orientation: antecedents and consequences, Journal of Marketing, Vol. 57 53-70.]Search in Google Scholar
[23. Kohli, A.K. (1989). Determinants of influence in organizational buying: a contingency approach, Journal of Marketing, Vol. 53 (July), 50-65.]Search in Google Scholar
[24. Kotler, P., Rackham, N. and Krishnaswamy, S. (2006). Ending the war between sales and marketing, Harvard Business Review, Vol. 84 (7), 68-78.]Search in Google Scholar
[25. Krohmer, H., Homburg, C. and Workman, J.P. (2002). Should marketing be cross-functional? Conceptual development and international empirical evidence, Journal of Business Research, Vol. 55, 451-65.]Search in Google Scholar
[26. Le Meunier-FitzHugh, K. & Lane, N. (2009). Collaboration between sales and marketing, market orientation and business performance in business-to business organisations, Journal of Strategic Marketing, Vol. 17 (3-4), 291-306.]Search in Google Scholar
[27. Le Meunier-FitzHugh, K. & Piercy, N.F. (2008). The Importance of Organizational Structure for Collaboration between Sales and Marketing?, Journal of General Management, Vol. 34 (1), 19-36.]Search in Google Scholar
[28. Le Meunier-FitzHugh, K and Piercy, N.F. (2011). Exploring the Relationship between Market Orientation and Sales and Marketing Collaboration, Journal of Personal Selling and Sales Management, Vol. 31, 287-96.]Search in Google Scholar
[29. Lionakis, K., Avlonitis, J.G. & Panagopoulos, N. (2013). Relative Power of Marketing and Sales Departments: An Empirical Examination of its Consequences for the Organization, Winter Marketing Educators Conference (AMA), Las Vegas.]Search in Google Scholar
[30. McIntyre, R.M. and Blashfield, R.K. (1980). A Nearest - Centroid Technique for Evaluating the Minimum-Variance Clustering Procedure, Multivariate Behavioral Research, Vol. 15 (2), 225-38.]Search in Google Scholar
[31. Montgomery, D.B. and Webster Jr., F.E. (1997), Marketing’s Interfunctional Interfaces: The MSI Workshop on Management of Corporate Fault Zones, Journal of Market - Focused Management, 2 (1), 7-26.10.1023/A:1009709931194]Search in Google Scholar
[32. Podsakoff, P.M., MacKenzie, S.B., Jeong-Yeon, L.& Podsakoff, N.P. (2003). Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies, Journal of Applied Psychology, 88 (50) 879-903.10.1037/0021-9010.88.5.879]Search in Google Scholar
[33. Punj, G. and Stewart, D.W. (1983). Cluster Analysis in Marketing Research: Review and Suggestions for Application, Journal of Marketing Research, Vol. 20 (May), 134-48.]Search in Google Scholar
[34. Rouzies, D., Anderson, E., Kohli, A., Michaels, R., Weitz, B., and Zoltners, A. (2005). Sales and Marketing Integration: A Proposed Framework, Journal of Personal Selling and Sales Management, Vol. 25 (2), 113-22.]Search in Google Scholar
[35. Ruekert, R.W. and Walker Jr., O.C. (1987). Interactions Between Marketing and R&D Departments in Implementing Different Business Strategies, Strategic Management Journal, Vol. 8, 233-48.]Search in Google Scholar
[36. Shapiro, B. (2002). Creating the Customer-Centric Team: Coordinating Sales and Marketing, Harvard Business School Publishing, Boston, available at: http://hbswk.hbs.edu/ (last accessed November 2007).]Search in Google Scholar
[37. Smith, T.M., Srinath Gopalakrishna, and Rabikar Chatterjee (2006), A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface, Journal of Marketing Research, 43 (November), 564-79.10.1509/jmkr.43.4.564]Search in Google Scholar
[38. Strahle, W.M., Spiro, R.L. and Acito, F. (1996), Marketing and Sales: Strategic Alignment and Functional Implementation, Journal of Personal Selling & Sales Management, 16 (1), 1-20.]Search in Google Scholar
[39. Waller, R.A. and Duncan, D.B. (1969), A Bayes Rule for the Symmetric Multiple Comparisons Problem, Journal of the American Statistical Association, Vol. 64 (December), 1484-1503.]Search in Google Scholar
[40. Wiersema, F. (2013). The B2B Agenda: The current state of B2B marketing and a look ahead, Industrial Marketing Management, Vol. 42, 470-88.]Search in Google Scholar
[41. Workman, Ch.H., and Gruner, K. (1998), Marketing Organization: An Integrative Framework of Dimensions and Determinants, Journal of Marketing, 62 (July), 21-41.10.1177/002224299806200302]Search in Google Scholar
