The Marketing-Sales-Finance Triangle An Empirical Investigation of Finance-Related Interactions & Managerial Challenges among Marketing, Sales, and Finance Actors /

• Main Author: Weissbrich, Dirk. (Author)
• Corporate Author: SpringerLink (Online service)
• Format: Electronic
• Language: English
• Published: Wiesbaden : Gabler, 2009.
• Subjects: Business.; Management science.; Marketing.; Business and Management.; Business and Management, general.
• Online Access: View fulltext via EzAccess

Even though marketing, sales, and finance topics are interrelated, little is known about how the departments concerned work together in organizations. Building on 78 face-to-face interviews with managers from all three functions, Dirk Weissbrich explores the marketing-sales-finance triangle (MSF-tri...

Table of Contents:

• Conceptual Foundations
• Methodology
• An Organizational Design Perspective on the MSF-Triangle
• Interaction Fields and Decision Areas in the MSF-Triangle
• Specific Contributions and Roles in the MSF-Triangle
• Key Managerial Challenges in the MSF-Triangle
• Fundamental Developments in the MSF-Triangle
• Conclusion.