The Impact of Aligned Rewards and Senior Manager Attitudes on Conflict and Collaboration between Sales and Marketing in JahanBehbood Pharmaceutical Co
Journal Title: International Research Journal of Applied and Basic Sciences - Year 2013, Vol 5, Issue 6
Abstract
This research surveys collaboration between sales and marketing in Jahan Behbood Pharmaceutical company in Iran and survey to discover how sales and marketing personnel are rewarded and if alignment of rewards can improve collaboration between sales and marketing and reduce inter-functional conflict. In addition, it examined the role of senior managers’ support for coordination on sales and marketing collaboration. The result reveals that aligned rewards and senior managers’ support for coordination can increase sales and marketing collaboration and also can decrease inter-functional conflict. This is important because inter-functional conflict has a strong negative impact on collaboration between sales and marketing in business to business firm. The sales and marketing interface has a direct and significant impact on customer and the revenue – earning potential of firms.
Authors and Affiliations
Romina Nabavizadeh*| Master Student in Department of MBA, Islamic Azad University, UAE, email: r_nbv@yahoo.com, Mandan Momeni| Faculty member in Department of management, Islamic Azad University, Tehran, Iran., Soheil Sarmad Saidi| Postdoctoral in E-commerce from Sydney UTS University, Australia.
Keywords
Related Articles
- EP ID EP5955
- DOI -
- Views 293
- Downloads 7
Assessing the vulnerability of supply chain using Analytic Network Process approach
In today’s business environment, harsher and more frequent natural and man-made disasters make supply chains more vulnerable. Increased number of supply chain disruptions and risks that Organization faced reduce the orga...
A survey on Prevalence of Musculoskeletal Disorders in Dentists of Tehran and their posture assessment by RULA method
Musculoskeletal disorders (MSDs) are the most common occupational diseases in the world. Awkward posture is one of the factors affecting the prevalence of musculoskeletal disorders in dentists. Dentists are at high risk...
Evaluation of the Factors Affecting Initial Public offering Underpricing by Newly-accepted Companies into Tehran Stock Exchange
Previous studies have reported three unusual features for initial public offering: underpricing (short-term return), variability of initial offerings from year to year, and negative long-term performance. The aim of the...
Prenatal development of Iranian goat fetuses
The goal of the present study was to establish the basic information about the prenatal development of Iranian goats. Pregnant goat reproductive organs which had no apparent abnormalities were collected from Ahvaz city a...
Longstanding Problems of Higher Education and pedagogical practices from the Islamic perspective
In the present article various aspects of higher education challenges in Iran are discussed with keeping an eye on curricula and pedagogical practices from the Islamic perspective. It is clearly argued that Longstanding...