The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing
Le Meunier-FitzHugh, Kenneth, Massey, Graham R. and Piercy, Nigel F.. (2011) The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing. Industrial Marketing Management, Vol.40 (No.7). pp. 1161-1171. ISSN 0019-8501Full text not available from this repository.
Official URL: http://dx.doi.org/10.1016/j.indmarman.2010.12.002
This research was carried out using five case studies and a survey to discover how sales and marketing managers are rewarded and if alignment of rewards can improve collaboration between sales and marketing and/or reduce inter-functional conflict. In addition, it examined the role of senior managers' support for coordination on sales/marketing collaboration. The results reveal that organizations which use aligned rewards can increase sales/marketing collaboration through such reward structures, but not reduce inter-functional conflict. In addition, senior managers' support for coordination is vital, as it increases sales/marketing collaboration, and strongly reduces inter-functional conflict. This is important because inter-functional conflict has a strong negative impact on collaboration between sales and marketing in business to business firms.
|Item Type:||Journal Article|
|Subjects:||H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management|
|Divisions:||Faculty of Social Sciences > Warwick Business School > Marketing & Strategic Management
Faculty of Social Sciences > Warwick Business School
|Journal or Publication Title:||Industrial Marketing Management|
|Number of Pages:||11|
|Page Range:||pp. 1161-1171|
|Access rights to Published version:||Restricted or Subscription Access|
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