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Sales-distribution interfunctional climate and relationship effectiveness

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  • Kahn, Kenneth B.
  • Reizenstein, Richard C.
  • Rentz, Joseph O.

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  • Kahn, Kenneth B. & Reizenstein, Richard C. & Rentz, Joseph O., 2004. "Sales-distribution interfunctional climate and relationship effectiveness," Journal of Business Research, Elsevier, vol. 57(10), pages 1085-1091, October.
    • Handle: RePEc:eee:jbrese:v:57:y:2004:i:10:p:1085-1091
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    References listed on IDEAS

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    1. Deborah Dougherty, 1992. "Interpretive Barriers to Successful Product Innovation in Large Firms," Organization Science, INFORMS, vol. 3(2), pages 179-202, May.
    2. Leigh, James H. & Futrell, Charles M., 1985. "From the trenches to the command post: Perceptual and attitudinal differences among levels in the marketing management hierarchy," Journal of Business Research, Elsevier, vol. 13(6), pages 511-536, December.
    3. Ryals, Lynette & Knox, Simon, 2001. "Cross-functional issues in the implementation of relationship marketing through customer relationship management," European Management Journal, Elsevier, vol. 19(5), pages 534-542, October.
    4. Kahn, Kenneth B. & Mentzer, John T., 1998. "Marketing's Integration with Other Departments," Journal of Business Research, Elsevier, vol. 42(1), pages 53-62, May.
    5. George Huber, 1982. "Organizational Information Systems: Determinants of Their Performance and Behavior," Management Science, INFORMS, vol. 28(2), pages 138-155, February.
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    Cited by:

    1. Manfred Bruhn & Daniela B. Schäfer & Verena Schoenmüller, 2012. "Integrationsnotwendigkeiten im Marketing und Vertrieb bei der Transformation zum Lösungsanbieter — Ergebnisse einer empirischen Studie und Schlussfolgerungen," Schmalenbach Journal of Business Research, Springer, vol. 64(65), pages 88-113, January.
    2. Ramon Knollmann & Bernhard Hirsch & Jürgen Weber, 2008. "Role Making für Controllerbereiche? – Eine empirische Analyse zu den Auswirkungen von Gestaltungsfreiräumen für Controllerbereiche," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 18(4), pages 365-386, February.
    3. Githa Heggde, 2011. "Strategies for Sustainable Channel Relations in Mobile Telecom Sector," Journal of Economics and Behavioral Studies, AMH International, vol. 1(1), pages 7-18.

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