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| Author: | Meunier-FitzHugh, K. Le Piercy, N.F. |
| Title: | The importance of organisational structure for collaboration between sales and marketing |
| Journal: | Journal of General Management
2008 : AUTUMN, VOL. 34:1, p. 19-36 |
| Index terms: | marketing sales co-operation executives management organizational structure organizational behaviour United Kingdom |
| Language: | eng |
| Abstract: | Prior research proposes that organisational structure and/or location may be influential by creating greater collaboration btw. sales and marketing (hereafter as: s-and-m). High performing organisations are suggested to be structuring their s-and-m. functions as single departments. This paper tests both of these propositions through a survey of managing directors and CEOs of large U.K. organisations. The results indicate among others that there is no relationship btw. structure or location of s-and-m. and collaboration btw. s-and-m. |
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