The Marketing-Sales-Finance Triangle

An Empirical Investigation of Finance-Related Interactions & Managerial Challenges among Marketing, Sales, and Finance Actors

  • Authors
  • Dirk Weissbrich

Table of contents

  1. Front Matter
    Pages I-XV
  2. Dirk Weissbrich
    Pages 1-13
  3. Dirk Weissbrich
    Pages 14-42
  4. Dirk Weissbrich
    Pages 43-52
  5. Dirk Weissbrich
    Pages 139-174
  6. Dirk Weissbrich
    Pages 175-188
  7. Dirk Weissbrich
    Pages 189-203
  8. Back Matter
    Pages 205-215

About this book


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.


Best Practices Finance Fundamental Developments Key Managerial Challenges Marketing-Sales-Finance Roles of Marketing Sales

Bibliographic information

  • DOI
  • Copyright Information Gabler Verlag | GWV Fachverlage GmbH, Wiesbaden 2009
  • Publisher Name Gabler
  • eBook Packages Business and Economics
  • Print ISBN 978-3-8349-1921-2
  • Online ISBN 978-3-8349-8415-9
  • Buy this book on publisher's site