Matches in SemOpenAlex for { <https://semopenalex.org/work/W2078352006> ?p ?o ?g. }
- W2078352006 endingPage "107" @default.
- W2078352006 startingPage "98" @default.
- W2078352006 abstract "Academic research has demonstrated that sound marketing capabilities allow a firm to create superior customer value. Moreover, academic research and business practice have shown that Marketing and Sales departments are jointly responsible for marketing activities. Although scholars have devoted very limited attention to the relationship between these two departments, overlooking the role that poor alignment between the two has on the firm's capacity to generate superior customer value would be an error. The present paper proposes a model of antecedents to superior customer value creation elaborating on literature that deals with marketing capabilities and Marketing–Sales relationship. More specifically, the authors hypothesize that a firm's long-term strategic orientation, effective Marketing–Sales relationship, the use of a direct sales force and customer-oriented salespeople positively affect superior customer value creation and market performance. The empirical research confirms all hypotheses with the exception of the impact of a direct sales force." @default.
- W2078352006 created "2016-06-24" @default.
- W2078352006 creator A5002103063 @default.
- W2078352006 creator A5069691964 @default.
- W2078352006 date "2007-02-01" @default.
- W2078352006 modified "2023-09-24" @default.
- W2078352006 title "The joint contribution of marketing and sales to the creation of superior customer value" @default.
- W2078352006 cites W1484038558 @default.
- W2078352006 cites W15012861 @default.
- W2078352006 cites W1967968613 @default.
- W2078352006 cites W1973664387 @default.
- W2078352006 cites W1980316735 @default.
- W2078352006 cites W1980470076 @default.
- W2078352006 cites W1991623719 @default.
- W2078352006 cites W1991670833 @default.
- W2078352006 cites W1991770189 @default.
- W2078352006 cites W1991797152 @default.
- W2078352006 cites W1995317092 @default.
- W2078352006 cites W1995951555 @default.
- W2078352006 cites W2001916972 @default.
- W2078352006 cites W2007754740 @default.
- W2078352006 cites W2007938271 @default.
- W2078352006 cites W2009341095 @default.
- W2078352006 cites W2010282991 @default.
- W2078352006 cites W2010812063 @default.
- W2078352006 cites W2011624454 @default.
- W2078352006 cites W2012136860 @default.
- W2078352006 cites W2018418427 @default.
- W2078352006 cites W2019895664 @default.
- W2078352006 cites W2019945100 @default.
- W2078352006 cites W2020887752 @default.
- W2078352006 cites W2027176593 @default.
- W2078352006 cites W2027372506 @default.
- W2078352006 cites W2029655155 @default.
- W2078352006 cites W2033471597 @default.
- W2078352006 cites W2035823998 @default.
- W2078352006 cites W2040595608 @default.
- W2078352006 cites W2041552174 @default.
- W2078352006 cites W2044332457 @default.
- W2078352006 cites W2046517452 @default.
- W2078352006 cites W2047406664 @default.
- W2078352006 cites W2052405965 @default.
- W2078352006 cites W2053107404 @default.
- W2078352006 cites W2057117799 @default.
- W2078352006 cites W2057258451 @default.
- W2078352006 cites W2059581839 @default.
- W2078352006 cites W2060237460 @default.
- W2078352006 cites W2068370738 @default.
- W2078352006 cites W2069344435 @default.
- W2078352006 cites W2070846470 @default.
- W2078352006 cites W2072429707 @default.
- W2078352006 cites W2073737521 @default.
- W2078352006 cites W2078789144 @default.
- W2078352006 cites W2080372296 @default.
- W2078352006 cites W2081697200 @default.
- W2078352006 cites W2084829685 @default.
- W2078352006 cites W2110672626 @default.
- W2078352006 cites W2119629066 @default.
- W2078352006 cites W2119858163 @default.
- W2078352006 cites W2121220078 @default.
- W2078352006 cites W2125132089 @default.
- W2078352006 cites W2125808610 @default.
- W2078352006 cites W2126155986 @default.
- W2078352006 cites W2132051914 @default.
- W2078352006 cites W2156092165 @default.
- W2078352006 cites W2179430218 @default.
- W2078352006 cites W2289711349 @default.
- W2078352006 cites W2392998718 @default.
- W2078352006 cites W2528298556 @default.
- W2078352006 cites W2903561064 @default.
- W2078352006 cites W3129465755 @default.
- W2078352006 cites W4240972310 @default.
- W2078352006 cites W4241312458 @default.
- W2078352006 cites W4243475036 @default.
- W2078352006 cites W4244087505 @default.
- W2078352006 cites W4244772430 @default.
- W2078352006 cites W4248240512 @default.
- W2078352006 cites W4249733270 @default.
- W2078352006 cites W4250342029 @default.
- W2078352006 cites W4250835747 @default.
- W2078352006 cites W4251795993 @default.
- W2078352006 cites W4256346100 @default.
- W2078352006 cites W4362235793 @default.
- W2078352006 cites W56417423 @default.
- W2078352006 cites W81518797 @default.
- W2078352006 doi "https://doi.org/10.1016/j.jbusres.2006.10.007" @default.
- W2078352006 hasPublicationYear "2007" @default.
- W2078352006 type Work @default.
- W2078352006 sameAs 2078352006 @default.
- W2078352006 citedByCount "172" @default.
- W2078352006 countsByYear W20783520062012 @default.
- W2078352006 countsByYear W20783520062013 @default.
- W2078352006 countsByYear W20783520062014 @default.
- W2078352006 countsByYear W20783520062015 @default.
- W2078352006 countsByYear W20783520062016 @default.
- W2078352006 countsByYear W20783520062017 @default.
- W2078352006 countsByYear W20783520062018 @default.
- W2078352006 countsByYear W20783520062019 @default.