Le Meunier-FitzHugh, Kenneth and Piercy, Nigel F.. The importance of organizational structure for collaboration between sales and marketing. Journal of General Management, Vol.34 (Autumn ). ISSN 0306-3070

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Abstract

Effective cross-functional partnerships between sales and marketing functions are a priority for many organisations. Previous research proposes that organisational structure and/or location may be influential in creating greater collaboration between sales and marketing. It has been suggested that high performing organisations may structure their sales and marketing functions as single departments. This study tests both these propositions through a survey of managing directors and CEOs of large UK organisations. The results indicate that there is no relationship between structure or location of sales and marketing and collaboration between sales and marketing. Further, high performing organisations structure their sales and marketing functions both as separate departments and as single departments.

Item Type:	Journal Article
Subjects:	H Social Sciences > HB Economic Theory
Divisions:	Faculty of Social Sciences > Warwick Business School > Marketing & Strategic Management Faculty of Social Sciences > Warwick Business School
Journal or Publication Title:	Journal of General Management
Publisher:	Braybrooke Press Ltd.
ISSN:	0306-3070
Volume:	Vol.34
Number:	Autumn
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access
URI:	http://wrap.warwick.ac.uk/id/eprint/44256

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