The Marketing-Sales-Finance Triangle [electronic resource] : An Empirical Investigation of Finance-Related Interactions & Managerial Challenges Among Marketing, Sales, and Finance Actors /
Weissbrich, Dirk.author.
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.
Description based upon print version of record.
Includes bibliographical references.
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.
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.
Business.
Management science.
Marketing.
Business and Management, general.
Marketing.