Interaction Fields and Decision Areas in the MSF-Triangle
Given the high relevance of financial aspects in marketing and sales it is surprising that we do not know in what fields marketing, sales, and finance actors actually interact and what decisions are coordinated in the MSF-triangle. We addressed this important research gap by asking our informants to elaborate on the interactions that occur in their own MSF-triangle. On the basis of our empirically grounded data, we were able to explore the interaction fields in the MSF-triangle. More specifically, we were able to identify eight finance-related key interaction fields and decision areas in the MSF-triangle (see Figure 14). In the next section, we will briefly describe each key interaction field and decision area in the MSF-triangle.
KeywordsBusiness Unit Management Account Sales Manager Budget Process Corporate Level
Unable to display preview. Download preview PDF.