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

• Κύριος συγγραφέας: Weissbrich, Dirk (Συγγραφέας)
• Συγγραφή απο Οργανισμό/Αρχή: SpringerLink (Online service)
• Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
• Γλώσσα: English
• Έκδοση: Wiesbaden : Gabler, 2009.
• Θέματα: Business.; Management science.; Marketing.; Business and Management.; Business and Management, general.

 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-triangle), and identifies and describes eight key interaction fields and decision areas. The author analyses each function’s value adding role in the MSF-triangle and explains why an effective cooperation between marketing, sales, and finance is crucial for company success. Furthermore, managerial challenges and fundamental changes in management practices of the MSF-triangle are discussed. 

 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.