<abstract xmlns="http://www.w3.org/1999/xhtml"><p> This paper focuses on the effectiveness of marketing-sales interfaces in B2B firms. As the body of knowledge on this domain is scarce, there is a greater need to investigate the specific aspects of marketing-sales configurations in such firms. The objective of this paper is to expand existing knowledge regarding marketing-sales interfaces in B2B firms, in order to identify the effectiveness of each configuration. Based on quantitative data collected from marketing or sales managers of 98 B2B firms, the study identifies the most effective marketing-sales interface in terms of smooth relationships and enhanced performance. The implications of the study are discussed.</p></abstract>

This paper focuses on the effectiveness of marketing-sales interfaces in B2B firms. As the body of knowledge on this domain is scarce, there is a greater need to investigate the specific aspects of marketing-sales configurations in such firms. The objective of this paper is to expand existing knowledge regarding marketing-sales interfaces in B2B firms, in order to identify the effectiveness of each configuration. Based on quantitative data collected from marketing or sales managers of 98 B2B firms, the study identifies the most effective marketing-sales interface in terms of smooth relationships and enhanced performance. The implications of the study are discussed.

Marketing-Sales Interface and Organizational Competitiveness

Marketing of Scientific and Research Organizations

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

{"article-title":"Marketing-Sales Interface and Organizational Competitiveness"}

This paper focuses on the effectiveness of marketing-sales interfaces in B2B firms. As the body of knowledge on this domain is scarce, there is a greater need...

Marketing-Sales Interface and Organizational Competitiveness

Pubblicato online: 30 mag 2017

Pagine: 59 - 76

DOI: https://doi.org/10.14611/minib.15.01.2015.09

Parole chiave
marketing-sales interface, B2B, company performance, sales management, personal selling

© 2017

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

Marketing-Sales Interface and Organizational Competitiveness

Pubblicato online: 30 mag 2017

Pagine: 59 - 76

DOI: https://doi.org/10.14611/minib.15.01.2015.09

Parole chiavemarketing-sales interface, B2B, company performance, sales management, personal selling

© 2017

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

Parole chiave
marketing-sales interface, B2B, company performance, sales management, personal selling