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.
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