The marketing sales finance triangle: an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
Wiesbaden
Gabler
2009
|
| Ausgabe: | 1. ed. |
| Schriftenreihe: | Gabler research
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Inhaltsverzeichnis |
| Beschreibung: | XV, 215 S. graph. Darst. |
| ISBN: | 9783834919212 |
Internformat
MARC
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| 245 | 1 | 0 | |a The marketing sales finance triangle |b an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors |c Dirk Weissbrich. With a foreword by Harley Krohmer |
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Datensatz im Suchindex
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| adam_text | TABLE OF CONTENTS 1 INTRODUCTION 1 1.1 RELEVANCE OF RESEARCH ON THE LINK
BETWEEN MARKETING, SALES AND FINANCE 3 1.2 RESEARCH OBJECTIVES AND
STRUCTURE OF THE THESIS 10 2 CONCEPTUAL FOUNDATIONS 14 2.1 LITERATURE
REVIEW 14 2.1.1 STUDIES ON THE ORGANIZATIONAL INTERFACE BETWEEN
MARKETING AND FINANCE 14 2.1.2 STUDIES ON THE ORGANIZATIONAL INTERFACE
BETWEEN MARKETING AND SALES 22 2.1.3 STUDIES THAT TAP MARKETING S
ORGANIZATIONAL INTERFACE WITH FINANCE OR SALES AS A SIDE ISSUE 27 2.1.4
SUMMARY 33 2.2 GENERAL OUTLINE OF THEORIES RELATED TO THE
MARKETING-SALES-FINANCE TRIANGLE 35 2.2.1 SOCIAL IDENTITY THEORY 35
2.2.2 BOUNDARY THEORY 37 2.2.3 RESOURCE BASED VIEW 37 2.2.4 RESOURCE
DEPENDENCY THEORY 39 2.2.5 AGENCY THEORY 40 2.2.6 SUMMARY 41 3
METHODOLOGY 43 3.1 GENERAL RESEARCH APPROACH 43 3.2 SAMPLE PROCEDURE,
SAMPLE CHARACTERISTICS, AND INTERVIEW GUIDELINE 44 3.3 QUALITATIVE DATA
ANALYSIS PROCESS 49 4 AN ORGANIZATIONAL DESIGN PERSPECTIVE ON THE
MSF-TRIANGLE * 53 4.1 IDENTIFICATION OF ORGANIZATIONAL ACTORS 53 4.2
IDENTIFICATION OF STRUCTURAL MARKETING-SALES-FINANCE CONFIGURATIONS 62 5
INTERACTION FIELDS AND DECISION AREAS IN THE MSF-TRIANGLE 71 5.1 PLANS &
BUDGETS 71 5.2 REPORTS & ANALYSES 76 5.3 COST OPTIMIZATION 84 5.4
CALCULATIONS & INVESTMENT MANAGEMENT 89 5. BIBLIOGRAFISCHE INFORMATIONEN
HTTP://D-NB.INFO/995192529 DIGITALISIERT DURCH XN 5.8 PRICING 111 6
SPECIFIC CONTRIBUTIONS AND ROLES IN THE MSF-TRIANGLE 127 6.1 SPECIFIC
CONTRIBUTIONS OF MARKETING, SALES, AND FINANCE TO EACH INTERACTION FIELD
128 6.1.1 PLANS & BUDGETS 128 6.1.2 REPORTS & ANALYSES 129 6.1.3 COST
OPTIMIZATION 129 6.1.4 CALCULATIONS & INVESTMENT MANAGEMENT 130
FINANCIAL ACCOUNTING 131 DEBTOR MANAGEMENT 131 6.1.7 COMPLIANCE & RISK
MANAGEMENT 132 6.1.8 PRICING 132 6.2 THE ROLE OF MARKETING, SALES, AND
FINANCE IN THE MSF-TRIANGLE 133 7 KEY MANAGERIAL CHALLENGES IN THE
MSF-TRIANGLE 139 7.1 REACH HIGH LEVELS OF MUTUAL UNDERSTANDING 139 7.2
IMPLEMENT AN INTELLIGENT INCENTIVE SYSTEM 153 7.3 MANAGE MARKETING
PERFORMANCE 160 7.4 BALANCE POWER AMONG MSF-ACTORS 168 7.5 ACHIEVE
PRICING EXCELLENCE 171 8 FUNDAMENTAL DEVELOPMENTS IN THE MSF-TRIANGLE
175 8.1 INCREASED FINANCE ORIENTATION OF SALES 175 8.2 INCREASED FINANCE
ORIENTATION OF MARKETING 179 8.3 INCREASED BUSINESS ORIENTATION OF
FINANCE 181 8.4 THEORETICAL DISCUSSION 183 9 CONCLUSION _ 189 9.1
SUMMARY AND IMPLICATIONS FOR RESEARCH 189 9.2 IMPLICATIONS FOR BUSINESS
PRACTICE 201 REFERENCES 205
|
| any_adam_object | 1 |
| author | Weissbrich, Dirk |
| author_facet | Weissbrich, Dirk |
| author_role | aut |
| author_sort | Weissbrich, Dirk |
| author_variant | d w dw |
| building | Verbundindex |
| bvnumber | BV026749268 |
| classification_rvk | QP 600 |
| ctrlnum | (OCoLC)890653177 (DE-599)DNB995192529 |
| dewey-full | 658.8 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8 |
| dewey-search | 658.8 |
| dewey-sort | 3658.8 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1. ed. |
| format | Thesis Book |
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| isbn | 9783834919212 |
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| spelling | Weissbrich, Dirk Verfasser aut The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors Dirk Weissbrich. With a foreword by Harley Krohmer 1. ed. Wiesbaden Gabler 2009 XV, 215 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Gabler research Zugl.: Bern, Univ., Diss., 2008 Schnittstellenmanagement (DE-588)4211564-4 gnd rswk-swf Finanzmanagement (DE-588)4139075-1 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Marketing (DE-588)4037589-4 s Verkauf (DE-588)4117346-6 s Finanzmanagement (DE-588)4139075-1 s Schnittstellenmanagement (DE-588)4211564-4 s DE-188 http://d-nb.info/995192529/04 Inhaltsverzeichnis DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022286766&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Weissbrich, Dirk The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors Schnittstellenmanagement (DE-588)4211564-4 gnd Finanzmanagement (DE-588)4139075-1 gnd Verkauf (DE-588)4117346-6 gnd Marketing (DE-588)4037589-4 gnd |
| subject_GND | (DE-588)4211564-4 (DE-588)4139075-1 (DE-588)4117346-6 (DE-588)4037589-4 (DE-588)4113937-9 |
| title | The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors |
| title_auth | The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors |
| title_exact_search | The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors |
| title_full | The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors Dirk Weissbrich. With a foreword by Harley Krohmer |
| title_fullStr | The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors Dirk Weissbrich. With a foreword by Harley Krohmer |
| title_full_unstemmed | The marketing sales finance triangle an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors Dirk Weissbrich. With a foreword by Harley Krohmer |
| title_short | The marketing sales finance triangle |
| title_sort | the marketing sales finance triangle an empirical investigation of finance related interactions managerial challenges among marketing sales and finance actors |
| title_sub | an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors |
| topic | Schnittstellenmanagement (DE-588)4211564-4 gnd Finanzmanagement (DE-588)4139075-1 gnd Verkauf (DE-588)4117346-6 gnd Marketing (DE-588)4037589-4 gnd |
| topic_facet | Schnittstellenmanagement Finanzmanagement Verkauf Marketing Hochschulschrift |
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| work_keys_str_mv | AT weissbrichdirk themarketingsalesfinancetriangleanempiricalinvestigationoffinancerelatedinteractionsmanagerialchallengesamongmarketingsalesandfinanceactors |
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