Sales and Marketing Integration: A Proposed Framework

By D. Rouziès, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz, A. Zoltners. Journal of Personal Selling & Sales Management, 2005

273 citations recorded by the source corpus.

In this paper, we identify sales and marketing activities and common impediments to their integration. We then discuss the concept of sales–marketing integration and distinguish it from related concepts such as involvement and communication. Following this, we discuss approaches businesses can use to improve sales–marketing integration as well as their potential costs and drawbacks. The paper concludes with a set of propositions identifying the conditions under which sales–marketing integration has the greatest impact on firm performance.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/e8480399129958f9d29f11496864f0348109de65

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In Organizational Behavior and Human Resource Management

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Citations in the corpus

A Review of Social Media and Implications for the Sales Process (2012, background): “Although this view of integration is held by many researchers (Cespedes 1993; Guenzi and Troilo 2007; Homburg, Workman, and Krohmer 1999; Rouziès et al. 2005; Slater and Olson 2001), the idea that the sales function be involved in marketing strategy creation, and that both sales and marketing…”
The Thought Worlds of Marketing and Sales: Which Differences Make a Difference? (2007, methodology): “This interface has long been neglected in the literature, but recently, it was chosen as one of the topics of the American Marketing Association thought leadership forums (Rouziès et al. 2005).”
Does Collaboration Between Sales and Marketing Affect Business Performance? (2007, methodology): “Rouzies et al. (2005) suggest that increasing the frequency of communication between sales and marketing is likely to damage collaboration if the interaction is acrimonious.”