The Marketing-Sales-Finance Triangle

Even though marketing, sales, and finance topics are interrelated, little is known about how the departments concerned work together in organizations. Building on 78 face-to-face interviews with managers from all three functions, Dirk Weissbrich explores the marketing-sales-finance triangle (MSF-triangle), and identifies and describes eight key interaction fields and decision areas. The author analyses each function's value adding role in the MSF-triangle and explains why an effective cooperation between marketing, sales, and finance is crucial for company success. Furthermore, managerial challenges and fundamental changes in management practices of the MSF-triangle are discussed.

Autorentext
Dr. Dirk Weissbrich finished his doctoral degree under the supervision of Harley Krohmer, Chair of the Marketing Department, University of Bern, Switzerland. He now works as a market research manager in the financial services industry.

Inhalt
Conceptual Foundations.- Methodology.- An Organizational Design Perspective on the MSF-Triangle.- Interaction Fields and Decision Areas in the MSF-Triangle.- Specific Contributions and Roles in the MSF-Triangle.- Key Managerial Challenges in the MSF-Triangle.- Fundamental Developments in the MSF-Triangle.- Conclusion.