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

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dc.contributor.authorGabler, Colin B.en
dc.contributor.authorAgnihotri, Rajen
dc.contributor.authorMoberg, Chris R.en
dc.date.accessioned2018-03-22T05:17:10Zen
dc.date.available2018-03-22T05:17:10Zen
dc.date.issued2014en
dc.description.abstractLogistics 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.en
dc.description.notesPage: 242-253en
dc.format.mimetypeapplication/pdfen
dc.identifier.urihttp://hdl.handle.net/10919/82535en
dc.language.isoenen
dc.publisherVirginia Techen
dc.rightsCreative Commons Attribution 4.0 Internationalen
dc.rights.urihttp://creativecommons.org/licenses/by/4.0/en
dc.subjectcollaborative communicationen
dc.subjectcustomer relationshipen
dc.subjectlogistics managementen
dc.subjectsalesen
dc.subjectsupply chain managementen
dc.titleCollaborative Communication between Sales and Logistics and Its Impact on Business Process Effectiveness: A Theoretical Approach [Summary]en
dc.title.serialJournal of marketing channelsen
dc.typeSummaryen
dc.type.dcmitypeTexten

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