... collection approach, this study tested the proposed theoretical model by applying multiple regression with SPSS Process Macro. Findings Customer orientation positively influences cross-functional integration (CFI), which in turn facilitates SINP; a firm’s new product introduction (NPI) strategy moderates...

..., marketing and manufacturing integration practices (MMIPs), advanced human resource practices (AHRPs), supplier integration practices (SIPs), operational improvement practices (OIPs) and advanced manufacturing technologies (AMTs). Design/methodology/approach The study applies a questionnaire-based survey...

... that relative influence changes and integration between marketing and R&D positively affect NPP jointly. A core finding, that is quite counterintuitive, is that instability with respect to relative influence changes can help organizations to become more competitive in new product development...

... role in the business‐to‐business marketing organization represents a process of evolution in response to key pressures from the marketplace. Sales management Sales strategy Customer information Marketing intelligence Integration Business‐to‐business marketing The concern here...

... keywords which relate to underlying concepts driving business practice. Marketing Sales Integration Operations management An executive summary for managers and executive readers can be found at the end of this issue. At a recent meeting of the Institute for the Study of Business Markets...

...Paul Matthyssens; Paul Matthyssens; Wesley J. Johnston Purpose The purpose of this paper is to establish the importance of good coordination between marketing and sales. It aims to examine the research conducted to date, the area of marketing and sales integration and provide guidance to help...

...Paul Matthyssens; Michael Beverland; Marion Steel; G. Peter Dapiran Purpose Despite the necessity of close integration between marketing and sales, managers report less than satisfactory results in this area. This paper aims to examine what keeps the two functions apart. It proposes going beyond...

...Susanne Hertz Purpose The paper seeks to understand and analyse how integration changes in one supply chain are influenced by the overlap between chains Design/methodology/approach The paper discusses the concepts of supply chain, firm network, overlap and integration. It takes a dynamic...

...Peter Gilmour States that considerable progress has been made in measuring the performance of the individual elements of the corporate supply chain. Uses a framework, which details these individual elements but also formalises their integration. Evaluates the characteristics of the individual...