Holdings: The marketing sales finance triangle

The marketing sales finance triangle: an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors

Saved in:

Bibliographic Details
Main Author:	Weissbrich, Dirk (Author)
Format:	Thesis Book
Language:	English
Published:	Wiesbaden Gabler 2009
Edition:	1. ed.
Series:	Gabler research
Subjects:	Schnittstellenmanagement Finanzmanagement Verkauf Marketing Hochschulschrift
Online Access:	Inhaltsverzeichnis Inhaltsverzeichnis
Physical Description:	XV, 215 S. graph. Darst.
ISBN:	9783834919212

Staff View

MARC


LEADER	00000nam a2200000 c 4500
001	BV026749268
003	DE-604
005	20110228
007	t
008	110326s2009 d\|\|\| m\|\|\| 00\|\|\| eng d
015			\|a 09,N30,0792 \|2 dnb
015			\|a 09,A49,0602 \|2 dnb
016	7		\|a 995192529 \|2 DE-101
020			\|a 9783834919212 \|9 978-3-8349-1921-2
035			\|a (OCoLC)890653177
035			\|a (DE-599)DNB995192529
040			\|a DE-604 \|b ger \|e rakwb
041	0		\|a eng
049			\|a DE-188
082	0		\|a 658.8 \|2 22/ger
084			\|a QP 600 \|0 (DE-625)141905: \|2 rvk
084			\|a 650 \|2 sdnb
100	1		\|a Weissbrich, Dirk \|e Verfasser \|4 aut
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
250			\|a 1. ed.
264		1	\|a Wiesbaden \|b Gabler \|c 2009
300			\|a XV, 215 S. \|b graph. Darst.
336			\|b txt \|2 rdacontent
337			\|b n \|2 rdamedia
338			\|b nc \|2 rdacarrier
490	0		\|a Gabler research
502			\|a Zugl.: Bern, Univ., Diss., 2008
650	0	7	\|a Schnittstellenmanagement \|0 (DE-588)4211564-4 \|2 gnd \|9 rswk-swf
650	0	7	\|a Finanzmanagement \|0 (DE-588)4139075-1 \|2 gnd \|9 rswk-swf
650	0	7	\|a Verkauf \|0 (DE-588)4117346-6 \|2 gnd \|9 rswk-swf
650	0	7	\|a Marketing \|0 (DE-588)4037589-4 \|2 gnd \|9 rswk-swf
655		7	\|0 (DE-588)4113937-9 \|a Hochschulschrift \|2 gnd-content
689	0	0	\|a Marketing \|0 (DE-588)4037589-4 \|D s
689	0	1	\|a Verkauf \|0 (DE-588)4117346-6 \|D s
689	0	2	\|a Finanzmanagement \|0 (DE-588)4139075-1 \|D s
689	0	3	\|a Schnittstellenmanagement \|0 (DE-588)4211564-4 \|D s
689	0		\|5 DE-188
856	4		\|u http://d-nb.info/995192529/04 \|3 Inhaltsverzeichnis
856	4	2	\|m DNB Datenaustausch \|q application/pdf \|u 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 \|3 Inhaltsverzeichnis
999			\|a oai:aleph.bib-bvb.de:BVB01-022286766

Record in the Search Index

_version_	1804145365687992320
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
fullrecord	<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02048nam a2200505 c 4500</leader><controlfield tag="001">BV026749268</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20110228 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">110326s2009 d\|\|\| m\|\|\| 00\|\|\| eng d</controlfield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">09,N30,0792</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">09,A49,0602</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="016" ind1="7" ind2=" "><subfield code="a">995192529</subfield><subfield code="2">DE-101</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9783834919212</subfield><subfield code="9">978-3-8349-1921-2</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)890653177</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)DNB995192529</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-188</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8</subfield><subfield code="2">22/ger</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 600</subfield><subfield code="0">(DE-625)141905:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">650</subfield><subfield code="2">sdnb</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Weissbrich, Dirk</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">The marketing sales finance triangle</subfield><subfield code="b">an empirical investigation of finance related interactions & managerial challenges among marketing, sales, and finance actors</subfield><subfield code="c">Dirk Weissbrich. With a foreword by Harley Krohmer</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Wiesbaden</subfield><subfield code="b">Gabler</subfield><subfield code="c">2009</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XV, 215 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">Gabler research</subfield></datafield><datafield tag="502" ind1=" " ind2=" "><subfield code="a">Zugl.: Bern, Univ., Diss., 2008</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Schnittstellenmanagement</subfield><subfield code="0">(DE-588)4211564-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Finanzmanagement</subfield><subfield code="0">(DE-588)4139075-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verkauf</subfield><subfield code="0">(DE-588)4117346-6</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marketing</subfield><subfield code="0">(DE-588)4037589-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="655" ind1=" " ind2="7"><subfield code="0">(DE-588)4113937-9</subfield><subfield code="a">Hochschulschrift</subfield><subfield code="2">gnd-content</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Marketing</subfield><subfield code="0">(DE-588)4037589-4</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Verkauf</subfield><subfield code="0">(DE-588)4117346-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Finanzmanagement</subfield><subfield code="0">(DE-588)4139075-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="3"><subfield code="a">Schnittstellenmanagement</subfield><subfield code="0">(DE-588)4211564-4</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://d-nb.info/995192529/04</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">DNB Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">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</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-022286766</subfield></datafield></record></collection>
genre	(DE-588)4113937-9 Hochschulschrift gnd-content
genre_facet	Hochschulschrift
id	DE-604.BV026749268
illustrated	Illustrated
indexdate	2024-07-09T23:18:18Z
institution	BVB
isbn	9783834919212
language	English
oai_aleph_id	oai:aleph.bib-bvb.de:BVB01-022286766
oclc_num	890653177
open_access_boolean
owner	DE-188
owner_facet	DE-188
physical	XV, 215 S. graph. Darst.
publishDate	2009
publishDateSearch	2009
publishDateSort	2009
publisher	Gabler
record_format	marc
series2	Gabler research
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
url	http://d-nb.info/995192529/04 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
work_keys_str_mv	AT weissbrichdirk themarketingsalesfinancetriangleanempiricalinvestigationoffinancerelatedinteractionsmanagerialchallengesamongmarketingsalesandfinanceactors

Holdings

There is no print copy available.

Interlibrary loan Place Request Caution: Not in THWS collection! Indexes
Indexes

MARC

Record in the Search Index

There is no print copy available.

Similar Items