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Kaylene Williams, Rosann Spiro, L. Fine (2013)
The Customer-Salesperson Dyad: An Interaction/Communication Model and ReviewJournal of Personal Selling and Sales Management, 10
A. Opute, N. Madichie (2016)
An Interrogation of Accounting–Marketing Interface in UK Financial Services Organisations: Mixing Cats with Dogs?Australasian Marketing Journal, 24
A. Turnbull (2010)
Ending the war between sales and marketingThe Business & Management Collection
Belinda Dewsnap, D. Jobber (2000)
The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual FrameworkJournal of Personal Selling & Sales Management, 20
Sandra Pauser, Udo Wagner, Claus Ebster (2018)
An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responsesJournal of Personal Selling & Sales Management, 38
K. Meunier-FitzHugh, N. Piercy (2007)
Exploring collaboration between sales and marketingEuropean Journal of Marketing, 41
A. Opute, N. Madichie (2017)
Accounting-marketing integration dimensions and antecedents: insights from a frontier marketJournal of Business & Industrial Marketing, 32
Harvard Business Review, Special Double Issue
Adam Rapp, Daniel Bachrach, N. Panagopoulos, Jessica Ogilvie (2014)
Salespeople as knowledge brokers: a review and critique of the challenger sales modelJournal of Personal Selling & Sales Management, 34
P. Opute (2014)
Integration of functional areas of business : a research agenda
Kenneth Meunier-Fitzhugh, N. Lane (2009)
Collaboration between sales and marketing, market orientation and business performance in business-to-business organisationsJournal of Strategic Marketing, 17
Nathaniel Hartmann, H. Wieland, S. Vargo (2018)
Converging on a New Theoretical Foundation for SellingJournal of Marketing, 82
(2018)
Aims and scopeJournal of Personal Selling and Sales Management
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 of Enterprising Communities People and Places in the Global Economy – Emerald Publishing
Published: Dec 7, 2020
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