دانلود مقاله ISI انگلیسی شماره 85203
ترجمه فارسی عنوان مقاله

درک تجارب بازاریابی رابط بازاریابی در شرکت های کسب و کار به کسب و کار: موضوع از منظر

عنوان انگلیسی
Understanding the sales-marketing interface dysfunction experience in business-to-business firms: A matter of perspective
کد مقاله سال انتشار تعداد صفحات مقاله انگلیسی
85203 2017 13 صفحه PDF
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 63, May 2017, Pages 145-157

ترجمه کلمات کلیدی
بازاریابی بازاریابی، تجربه ناکافی حسادت، کیفی
کلمات کلیدی انگلیسی
Sales-marketing interface; Dysfunction experience; Sensemaking; Qualitative;
پیش نمایش مقاله
پیش نمایش مقاله  درک تجارب بازاریابی رابط بازاریابی در شرکت های کسب و کار به کسب و کار: موضوع از منظر

چکیده انگلیسی

Despite its importance, the sales-marketing interface (SMI) in business-to-business (B2B) firms is often dysfunctional. While scholars have proposed functional-level impactors of SMIs, research that examines how sales and marketing personnel, at an individual level, perceive, evaluate, and respond to SMI dysfunction is sparse. Our study employs a discovery-oriented, theories-in-use approach and uses in-depth interview data collected from 42 participants in 21 sales-marketing dyads across multiple levels from a variety of B2B industries to examine this phenomenon. Findings reveal that the same dysfunction may trigger vastly different sensemaking processes in sales and marketing personnel's minds wherein they sense and interpret the same dysfunction encounter differently. These interpretations lead them to resort to activities that may, at times, be counterproductive to resolving the dysfunction. In addition, sales and marketing personnel view the interface dysfunctions as following a bidirectional pattern, as opposed to a sequential pattern that has been documented in the literature. Collectively, differential dysfunction experiences within the SMI have implications for whether and to what extent the dysfunction is addressed.