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Book Review

Book Review Sales management: a primer for frontier markets by Robert E. Hinson, Ogechi Adeola and Abednego Feehi Okoe Amartey (2018) Charlotte, NC (NC) Information Age Publishing ISBN: 978-1-64113-346-3 Review DOI 10.1108/JEC-11-2018-0085 www.infoagepub.com/products/Sales-Management Sales Management: A Primer for Frontier Markets emphasises and highlights the utility of interfunctional integration of business functions for better performance. It also resonates with the long-standing research in this area, where scholars have explored the subject of interfunctional integration of business functions at length (Opute and Madichie, 2014, 2016, 2017). In their most recent study, for example, Opute and Madichie (2017, p. 1144) sought to: [.. .] evaluate the working relationship between accounting and marketing, exploring the nature and antecedents of their integration and consequences on firm performance. That study builds upon the initial search for a research agenda for the integration of functional areas of business where these authors highlighted “the lack of understanding of interfunctional relationship in the non-Western context” (Opute and Madichie, 2014,p. 29) such as the frontier markets covered in this book. Drawing upon an extensive review of the literature Opute and Madichie (2014, p. 30), these authors “underlined the need to ensure harmonious interfunctional relationship between marketing and other functional areas, in http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Enterprising Communities People and Places in the Global Economy Emerald Publishing

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References (13)

Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
1750-6204
eISSN
1750-6204
DOI
10.1108/jec-11-2018-0085
Publisher site
See Article on Publisher Site

Abstract

Sales management: a primer for frontier markets by Robert E. Hinson, Ogechi Adeola and Abednego Feehi Okoe Amartey (2018) Charlotte, NC (NC) Information Age Publishing ISBN: 978-1-64113-346-3 Review DOI 10.1108/JEC-11-2018-0085 www.infoagepub.com/products/Sales-Management Sales Management: A Primer for Frontier Markets emphasises and highlights the utility of interfunctional integration of business functions for better performance. It also resonates with the long-standing research in this area, where scholars have explored the subject of interfunctional integration of business functions at length (Opute and Madichie, 2014, 2016, 2017). In their most recent study, for example, Opute and Madichie (2017, p. 1144) sought to: [.. .] evaluate the working relationship between accounting and marketing, exploring the nature and antecedents of their integration and consequences on firm performance. That study builds upon the initial search for a research agenda for the integration of functional areas of business where these authors highlighted “the lack of understanding of interfunctional relationship in the non-Western context” (Opute and Madichie, 2014,p. 29) such as the frontier markets covered in this book. Drawing upon an extensive review of the literature Opute and Madichie (2014, p. 30), these authors “underlined the need to ensure harmonious interfunctional relationship between marketing and other functional areas, in

Journal

Journal of Enterprising Communities People and Places in the Global EconomyEmerald Publishing

Published: Dec 7, 2020

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