IDEAS home Printed from https://ideas.repec.org/a/vrs/ecocul/v16y2019i1p58-69n7.html
   My bibliography  Save this article

Cooperation or Conflict? The Nature of the Collaboration of Marketing and Sales Organizational Units

Author

Listed:
  • Kelemen-Erdős Anikó

    (Óbuda University, Budapest, Hungary)

  • Molnár Adél

    (Óbuda University, Budapest, Hungary)

Abstract

Research purpose. The marketing and sales activity of a company can involve synergy, and coordinated operations can contribute to the success of the enterprise. However, the operations of the former departments often rely on individual successes, which boost conflicts of interest and hinder collaboration. The main aim of the research described in this paper is to explore the areas and focal points of collaboration and conflict in order to highlight the tools that can contribute to enhancing alignment and effectiveness. A further goal is to examine the relationship between marketing and sales and their appraisal of each other.

Suggested Citation

  • Kelemen-Erdős Anikó & Molnár Adél, 2019. "Cooperation or Conflict? The Nature of the Collaboration of Marketing and Sales Organizational Units," Economics and Culture, Sciendo, vol. 16(1), pages 58-69, June.
    • Handle: RePEc:vrs:ecocul:v:16:y:2019:i:1:p:58-69:n:7
    DOI: 10.2478/jec-2019-0007
    as

    Download full text from publisher

    File URL: https://doi.org/10.2478/jec-2019-0007
    Download Restriction: no
    File URL: https://libkey.io/10.2478/jec-2019-0007?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Homburg, Christian & Alavi, Sascha & Rajab, Thomas & Wieseke, Jan, 2017. "The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 212-230.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Oh, Jaeyoung & In, Joonhwan, 2023. "Supplier involvement and supplier performance in new product development: Moderating effects of supplier salesperson behaviors," Journal of Business Research, Elsevier, vol. 161(C).

    More about this item

    Keywords

    Corporate performance; Organizational behavior; Marketing and sales collaboration; Sales and marketing interface; Grounded theory;
    All these keywords.

    JEL classification:

    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L20 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - General
    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:vrs:ecocul:v:16:y:2019:i:1:p:58-69:n:7. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Golla (email available below). General contact details of provider: https://www.sciendo.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.