Collaborative communication between sales and logistics and its impact on business process effectiveness: A theoretical approach

Colin B. Gabler, Raj Agnihotri, Chris R. Moberg

Research output: Contribution to journalArticlepeer-review

5 Scopus citations

Abstract

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.

Original languageEnglish
Pages (from-to)242-253
Number of pages12
JournalJournal of Marketing Channels
Volume21
Issue number4
DOIs
StatePublished - Oct 1 2014
Externally publishedYes

Keywords

  • Channels
  • Collaborative communication
  • Customer relationship
  • Logistics
  • Management
  • Sales
  • Supply chain management

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