ENGLISH

The Marketing-Sales-Finance Triangle: An Empirical Investigation of Finance-Related Interactions & Managerial Challenges among Marketing, Sales, and Finance Actors

By Dirk Weissbrich (auth.)

Book information

Publisher
Gabler Verlag
Year
2009
ISBN
978-3-8349-1921-2, 978-3-8349-8415-9
DOI
10.1007/978-3-8349-8415-9
Language
english
Format
PDF
Filesize
712 kB (728609 bytes)
Edition
1
Pages
218\227
Time added
2013-12-12 02:00:00
Marketing

Description

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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