Dirk Weissbrich

The Marketing-Sales-Finance Triangle (eBook, PDF)

An Empirical Investigation of Finance-Related Interactions & Managerial Challenges Among Marketing, Sales, and Finance Actors

• Format: PDF

Produktbeschreibung

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.

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Produktdetails

• Verlag: Gabler Verlag
• Seitenzahl: 218
• Erscheinungstermin: 9. November 2009
• Englisch
• ISBN-13: 9783834984159
• Artikelnr.: 37494487

Autorenporträt

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.

Inhaltsangabe

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.