Rewards - Can they be used to help the coordination of sales and marketing activities?

Le Meunier-FitzHugh, K. and Le Meunier-FitzHugh, L. (2010) Rewards - Can they be used to help the coordination of sales and marketing activities? In: The proceedings of the Academy of Marketing Science Conference, 2010-05-01.

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Abstract

This paper considers the role that rewards play in improving sales and marketing coordination. The findings highlighted that organizations may use an aligned rewards to encourage greater collaboration between sales and marketing personnel, but that this needs receive support from senior managers through goal and activity alignment to be effective.

Item Type: Conference or Workshop Item (Paper)
Faculty \ School: Faculty of Social Sciences > Norwich Business School
Depositing User: Nicola Secker
Date Deposited: 06 Apr 2011 19:54
Last Modified: 02 Jan 2019 01:06
URI: https://ueaeprints.uea.ac.uk/id/eprint/28311
DOI: 10.1007/978-3-319-11797-3

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