...Hei-wai Lee; Crystal J. Scott Purpose – The purpose of this paper is to explore and analyze the differences in organizations that choose to have a sales executive versus a marketing executive on the leadership team. Design/methodology/approach – Our study examined 315 marketing and sales...

...Rob Docters; Lisa C. Riley; Martijn Gieskes Purpose The aim of this paper is to describe a better decision framework for setting prices of goods and services, with particular focus on B2B goods sold through direct sales channels (although this may be applicable to many B2C markets also...

...Christoph Senn Purpose The purpose of this article is to present a method to help management teams and sales leaders evaluate opportunities and risks in business‐to‐business relationships from an outside‐in perspective. Design/methodology/approach The approach derives from...

...Stuart E. Jackson Purpose This paper aims to discuss an approach to strengthening sales and customer relationships by making it easier for customers to buy from you. Design/methodology/approach Building on the work of Richard H. Thaler and Cass R. Sunstein in the book...

.../approach The article provides the methodology and tool set needed to develop and assess a product portfolio map, determine changes needed to marketing and sales focus as well as future actions to take in order to sustain higher profitability and return on investments. It includes: definition...