The Role of Marketing and Sales Departments in Value Creation Processes


Organizations have always been trying to create superior customer value in competitive environment via their operating processes. Marketing and sales departments, as two vital units of organizations, play an important role in value creation process. This study examines marketing and sales interaction in domains of information sharing, structural linkage, power orientation and knowledge and analyzes the impact of this interaction on the operating process of value creation. The findings suggest that positive interaction between these departments results in higher productivity, thus creates higher customer value.