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The joint contribution of marketing and sales to the creation of superior customer value


  • Guenzi, Paolo
  • Troilo, Gabriele


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  • Guenzi, Paolo & Troilo, Gabriele, 2007. "The joint contribution of marketing and sales to the creation of superior customer value," Journal of Business Research, Elsevier, vol. 60(2), pages 98-107, February.
  • Handle: RePEc:eee:jbrese:v:60:y:2007:i:2:p:98-107

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    References listed on IDEAS

    1. John Fahy & Graham Hooley & Tony Cox & Jozsef Beracs & Krzysztof Fonfara & Boris Snoj, 2000. "The Development and Impact of Marketing Capabilities in Central Europe," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(1), pages 63-81, March.
    2. Griffin, Abbie. & Hauser, John R. & Griffin, Abbie, 1994. "Integrating R&D and marketing : a review and analysis of the literature," Working papers #112-94. Working paper (S, Massachusetts Institute of Technology (MIT), Sloan School of Management.
    3. Frédéric Dalsace & William Ross & Erin Anderson, 2005. "Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis," Post-Print hal-00457733, HAL.
    4. Wolfgang Ulaga, 2001. "Customer Value in Business Markets: An Agenda for Inquiry," Post-Print hal-00485122, HAL.
    5. 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.
    6. de Ruyter, Ko & Wetzels, Martin, 2000. "The Marketing-Finance Interface: A Relational Exchange Perspective," Journal of Business Research, Elsevier, vol. 50(2), pages 209-215, November.
    7. Dominique Rouzies & Erin Anderson & A. K. Kohli & R. E. Michaels & Barton A. Weitz & A. A. Zoltners, 2005. "Sales and Marketing Integration : A Proposed Framework," Post-Print halshs-00004748, HAL.
    8. Ross, William Jr. & Dalsace, Frederic & Anderson, Erin, 2005. "Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis," Business Horizons, Elsevier, vol. 48(1), pages 23-36.
    9. Krohmer, Harley & Homburg, Christian & Workman, John P., 2002. "Should marketing be cross-functional? Conceptual development and international empirical evidence," Journal of Business Research, Elsevier, vol. 55(6), pages 451-465, June.
    10. Shantanu Dutta & Om Narasimhan & Surendra Rajiv, 1999. "Success in High-Technology Markets: Is Marketing Capability Critical?," Marketing Science, INFORMS, pages 547-568.
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    Cited by:

    1. Cometto, Teresa & Nisar, Arsalan & Palacios, Miguel & Le Meunier-FitzHugh, Kenneth & Labadie, Gaston J., 2016. "Organizational linkages for new product development: Implementation of innovation projects," Journal of Business Research, Elsevier, vol. 69(6), pages 2093-2100.
    2. Blocker, Christopher P., 2011. "Modeling customer value perceptions in cross-cultural business markets," Journal of Business Research, Elsevier, vol. 64(5), pages 533-540, May.
    3. repec:eee:foreco:v:29:y:2017:i:pb:p:94-106 is not listed on IDEAS
    4. Navarro, Susana & Llinares, Carmen & Garzon, Dolores, 2016. "Exploring the relationship between co-creation and satisfaction using QCA," Journal of Business Research, Elsevier, vol. 69(4), pages 1336-1339.
    5. Wahab, Mastura Ab. & Quazi, Ali & Blackman, Deborah, 2016. "Measuring and validating Islamic work value constructs: An empirical exploration using Malaysian samples," Journal of Business Research, Elsevier, vol. 69(10), pages 4194-4204.
    6. repec:aes:jetimm:v:1:y:2017:i:1:p:135-141 is not listed on IDEAS
    7. Malshe, Avinash, 2010. "How is marketers' credibility construed within the sales-marketing interface?," Journal of Business Research, Elsevier, vol. 63(1), pages 13-19, January.
    8. Harrison, Robert L., 2013. "Using mixed methods designs in the Journal of Business Research, 1990–2010," Journal of Business Research, Elsevier, vol. 66(11), pages 2153-2162.
    9. Rehme, Sarina & Rennhak, Carsten, 2011. "Marketing and sales: Successful peacekeeping," Reutlingen Working Papers on Marketing & Management 2011-11, Reutlingen University, ESB Business School.

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