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Antecedents of conflict in marketing's cross-functional relationship with sales
Dawes, Philip L.; Massey, Graham R. - In: European journal of marketing : EJM 39 (2005) 11, pp. 1327-1344
Persistent link: https://www.econbiz.de/10006076950
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Personal characteristics, trust, conflict, and effectiveness in marketing-sales working relationships
Massey, Graham R.; Dawes, Philip L. - In: European journal of marketing : EJM 41 (2007) 9, pp. 1117-1145
Persistent link: https://www.econbiz.de/10007792812
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The antecedents and consequence of functional and dysfunctional conflict between Marketing Managers and Sales Managers
Massey, Graham R.; Dawes, Philip L. - In: Industrial marketing management : the international … 36 (2007) 8, pp. 1118
Persistent link: https://www.econbiz.de/10007799689
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A study of relationship effectiveness between marketing and sales managers in business markets
Dawes, Philip L.; Massey, Graham R. - In: The journal of business & industrial marketing 21 (2006) 6, pp. 346-360
Persistent link: https://www.econbiz.de/10007292063
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The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing
Le Meunier-FitzHugh, Kenneth; Massey, Graham R.; … - In: Industrial marketing management : the international … 40 (2011) 7, pp. 1161-1172
Persistent link: https://www.econbiz.de/10009806440
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Interpersonal trust between marketing and R&D during new product development projects
Massey, Graham R.; Kyriazis, Elias - In: European journal of marketing : EJM 41 (2007) 9, pp. 1146-1172
Persistent link: https://www.econbiz.de/10007792811
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Marketing to different Asian communities: The importance of culture for framing advertising messages, and for purchase intent
Massey, Graham R.; Waller, David S.; Wang, Paul Z.; … - In: Asia Pacific journal of marketing and logistics 25 (2013) 1, pp. 8-33
Persistent link: https://www.econbiz.de/10010063330
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The Determinants of Choice Set Structure in High-Technology Business Markets - Shows the effects of past relationships, outside consultants, and situational variables on the size and composition of choice sets in high-technology business markets
Patterson, Paul G.; Dawes, Philip L. - In: Industrial marketing management : the international … 28 (1999) 4, pp. 395
Persistent link: https://www.econbiz.de/10006298034
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Information Control and Influence in Emergent Buying Centers
Dawes, Philip L.; Lee, Don Y.; Dowling, Grahame R. - In: Journal of marketing 62 (1998) 3, pp. 55-68
Persistent link: https://www.econbiz.de/10005975759
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Involvement of technical consultants in high technology business markets
Dawes, Philip L.; Patterson, Paul G.; Midgley, David F. - In: The journal of business & industrial marketing 12 (1997) 2, pp. 83-102
Persistent link: https://www.econbiz.de/10007370935