E-Book, Englisch, 228 Seiten, eBook
Weissbrich The Marketing-Sales-Finance Triangle
2010
ISBN: 978-3-8349-8415-9
Verlag: Betriebswirtschaftlicher Verlag Gabler
Format: PDF
Kopierschutz: 1 - PDF Watermark
An Empirical Investigation of Finance-Related Interactions & Managerial Challenges Among Marketing, Sales, and Finance Actors
E-Book, Englisch, 228 Seiten, eBook
ISBN: 978-3-8349-8415-9
Verlag: Betriebswirtschaftlicher Verlag Gabler
Format: PDF
Kopierschutz: 1 - PDF Watermark
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.
Zielgruppe
Research
Weitere Infos & Material
1;Foreword;7
2;Acknowledgements;9
3;Table of Contents;11
4;List of Tables;13
5;List of Figures;14
6;1 Introduction;15
6.1;1.1 Relevance of Research on the Link Between Marketing, Sales and Finance;17
6.2;1.2 Research Objectives and Structure of the Thesis;24
7;2 Conceptual Foundations;28
7.1;2.1 Literature Review;28
7.2;2.2 General Outline of Theories Related to the Marketing-Sales-Finance Triangle;49
8;3 Methodology;57
8.1;3.1 General Research Approach;57
8.2;3.2 Sample Procedure, Sample Characteristics, and Interview Guideline;58
8.3;3.3 Qualitative Data Analysis Process;63
9;4 An Organizational Design Perspective on the MSF-Triangle;67
9.1;4.1 Identification of Organizational Actors;67
9.2;4.2 Identification of Structural Marketing-Sales-Finance Configurations;76
10;5 Interaction Fields and Decision Areas in the MSF-Triangle;85
10.1;5.1 Plans & Budgets;85
10.2;5.2 Reports & Analyses;90
10.3;5.3 Cost Optimization;98
10.4;5.4 Calculations & Investment Management;103
10.5;5.5 Financial Accounting;112
10.6;5.6 Debtor Management;119
10.7;5.7 Compliance & Risk Management;120
10.8;5.8 Pricing;125
11;6 Specific Contributions and Roles in the MSF-Triangle;141
11.1;6.1 Specific Contributions of Marketing, Sales, and Finance to Each Interaction Field;142
11.2;6.2 The Role of Marketing, Sales, and Finance in the MSF-Triangle;147
12;7 Key Managerial Challenges in the MSF-Triangle;153
12.1;7.1 Reach High Levels of Mutual Understanding;153
12.2;7.2 Implement an Intelligent Incentive System;167
12.3;7.3 Manage Marketing Performance;174
12.4;7.4 Balance Power Among MSF-Actors;182
12.5;7.5 Achieve Pricing Excellence;185
13;8 Fundamental Developments in the MSF-Triangle;189
13.1;8.1 Increased Finance Orientation of Sales;189
13.2;8.2 Increased Finance Orientation of Marketing;193
13.3;8.3 Increased Business Orientation of Finance;195
13.4;8.4 Theoretical Discussion;197
14;9 Conclusion;203
14.1;9.1 Summary and Implications for Research;203
14.2;9.2 Implications for Business Practice;215
15;References;218
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.