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The Marketing-Sales-Finance Triangle : An Empirical Investigation of Finance-Related Interactions & Managerial Challenges among Marketing, Sales, and Finance Actors / by Dirk Weissbrich
Resource type: Ressourcentyp: Buch (Online)Book (Online)Language: English Series: SpringerLink BücherPublisher: Wiesbaden : Gabler Verlag / GWV Fachverlage GmbH, Wiesbaden, 2009Description: Online-Ressource (218p, online resource)ISBN:- 9783834984159
- 658.8
- HF5410-5417.5
Contents:
Summary: Building on 78 face-to-face interviews with managers from the marketing-sales-finance triangle (MSF-triangle), Dirk Weissbrich identifies and describes eight key interaction fields and decision areas. Dr. Dirk Weissbrich finished his doctoral degree under the supervision of Harley Krohmer, Chair of the Marketing Department, University of Bern, Switzerland. He now works as a market research manager in the financial services industry.Summary: 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.PPN: PPN: 1648692397Package identifier: Produktsigel: ZDB-2-SBE | ZDB-2-SWI
Preliminary; Introduction; 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; Back matter
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