The Marketing-Sales-Finance Triangle An Empirical Investigation of F
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
- PDF / 973,716 Bytes
- 228 Pages / 419.528 x 595.276 pts Page_size
- 31 Downloads / 203 Views
GABLER RESEARCH
Dirk Weissbrich
The Marketing-Sales-Finance Triangle An Empirical Investigation of Finance-Related Interactions & Managerial Challenges among Marketing, Sales, and Finance Actors With a foreword by Prof. Dr. Harley Krohmer
RESEARCH
Bibliographic information published by the Deutsche Nationalbibliothek The Deutsche Nationalbibliothek lists this publication in the Deutsche Nationalbibliografie; detailed bibliographic data are available in the Internet at http://dnb.d-nb.de.
Inauguraldissertation zur Erlangung der Würde eines Doctor rerum oeconomicarum der Wirtschafts- und Sozialwissenschaftlichen Fakultät der Universität Bern. Die Fakultät hat diese Arbeit am 16.10.2008 auf Antrag der beiden Gutachter Prof. Dr. Harley Krohmer und Prof. Dr. Ove Jensen als Dissertation angenommen, ohne damit zu den darin ausgesprochenen Auffassungen Stellung nehmen zu wollen.
1st Edition 2009 All rights reserved © Gabler | GWV Fachverlage GmbH, Wiesbaden 2009 Editorial Office: Claudia Jeske | Britta Göhrisch-Radmacher Gabler is part of the specialist publishing group Springer Science+Business Media. www.gabler.de No part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the copyright holder. Registered and/or industrial names, trade names, trade descriptions etc. cited in this publication are part of the law for trade-mark protection and may not be used free in any form or by any means even if this is not specifically marked. Umschlaggestaltung: KünkelLopka Medienentwicklung, Heidelberg Printed on acid-free paper Printed in Germany ISBN 978-3-8349-1921-2
Dedication To Mum & Dad, Olaf, and Daniela.
Foreword This thesis addresses important research gaps in the literature on the marketing-finance interface. While there have been considerable research activities on marketing-finance topics such as marketing assets or marketing metrics, only few scholars have looked at the organizational interface between marketing and finance. We know surprisingly little about how marketing, sales, and finance units actually work together within organizations. In his PhD thesis Dirk Weissbrich chooses a qualitative research design to gain insight into this unknown organizational phenomenon. Drawing on 78 face-to-face interviews with managers from marketing, sales, and finance in 42 companies, the author develops a better understanding of the organizational link between marketing, sales, and finance units. Specifically, Dirk Weissbrich makes three major research contributions. First, the author introduces the idea of the marketing-sales-finance triangle and explores eight finance-related key interaction fields and decision areas: (1) Plans & Budgets, (2) Reports & Analyses, (3) Cost Optimization, (4) Calculations & Investment Management, (5) Financial Accounting, (6) Debtor Management, (7) Compliance & Risk Management, and (8) Pricing. The author describes in detail
Data Loading...
