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.
|Number of pages||1|
|Publication status||Published - 2010|
|Event||The proceedings of the Academy of Marketing Science Conference - Portland, United States|
Duration: 1 May 2010 → …
|Conference||The proceedings of the Academy of Marketing Science Conference|
|Period||1/05/10 → …|