Journal of Business & Industrial Marketing: Volume 21 Issue 6

Marketing and sales: optimization of a neglected relationship

Paul Matthyssens, Wesley J. Johnston

The purpose of this paper is to establish the importance of good coordination between marketing and sales. It aims to examine the research conducted to date, the area of marketing…

A study of relationship effectiveness between marketing and sales managers in business markets

Philip L. Dawes, Graham R. Massey

The purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and…

Customer‐initiated influence tactics in sales and marketing activities

Aberdeen Leila Borders

This paper seeks to describe supplier coordination of sales and marketing activities to manage customer relationships.

Strategic account management: customer value creation through customer alignment

Derrick Philippe Gosselin, Guy André Bauwen

The purpose of this paper is to develop an innovative conceptual view on the management of strategic or important customers in business markets, so‐called (key) account…

Cultural frames that drive sales and marketing apart: an exploratory study

Michael Beverland, Marion Steel, G. Peter Dapiran

Despite the necessity of close integration between marketing and sales, managers report less than satisfactory results in this area. This paper aims to examine what keeps the two…

The three key linkages: improving the connections between marketing and sales

Ralph A. Oliva

In reviewing a spectrum of practice across the 60 member firms of the Institute for the Study of Business Markets, those exhibiting an effective and efficient connection between…

Executive summary and implications for managers and executives

Guest editorial

Paul Matthyssens