Collaborative Communication between Sales and Logistics and Its Impact on Business Process Effectiveness: A Theoretical Approach

被引：7

作者：

Gabler, Colin B. ^{[1
]}

Agnihotri, Raj ^{[2
]}

Moberg, Chris R. ^{[1
]}

机构：

[1] Ohio Univ, Coll Business, Athens, OH 45701 USA

[2] Ohio Univ, Ralph & Luci Schey Sales Ctr, Mkt Dept, Athens, OH 45701 USA

来源：

JOURNAL OF MARKETING CHANNELS | 2014年 / 21卷 / 04期

关键词：

channels; collaborative communication; customer relationship; logistics; management; sales; supply chain management;

D O I：

10.1080/1046669X.2014.945355

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Logistics functions have played a critical role in cementing organizational efficiency and price control. At the same time, sales has become more than closing the deal, as value can be created throughout the sales process, including post-purchase activities. Therefore, sales and logistics must come together to create value for the firm as well as customers. Building on the marketing-channel communication strategy viewpoint, we conceptualize the integration between sales and logistics. We propose a framework centering on sales-logistics integration and develop propositions that uncover how a collaborative communication between these two functions may impact specific business processes. Finally, we discuss implications of these predictions and provide a future research agenda for theory and practice.

引用

页码：242 / 253

页数：12

共 75 条

[71] Marketing, business processes, and shareholder value: An organizationally embedded view of marketing activities and the discipline of marketing [J].