{"id":"https://openalex.org/W2078286973","doi":"https://doi.org/10.1509/jmkr.43.4.564","title":"A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface","display_name":"A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface","publication_year":2006,"publication_date":"2006-10-20","ids":{"openalex":"https://openalex.org/W2078286973","doi":"https://doi.org/10.1509/jmkr.43.4.564","mag":"2078286973"},"language":"en","primary_location":{"id":"doi:10.1509/jmkr.43.4.564","doi":"https://doi.org/10.1509/jmkr.43.4.564","is_oa":false,"landing_page_url":"https://doi.org/10.1509/jmkr.43.4.564","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5053222767","display_name":"Timothy M. Smith","orcid":"https://orcid.org/0000-0002-0479-4261","observed_orcids":["https://orcid.org/0000-0002-0479-4261"]},"institutions":[{"id":"https://openalex.org/I130238516","display_name":"University of Minnesota","ror":"https://ror.org/017zqws13","country_code":"US","type":"education","lineage":["https://openalex.org/I130238516"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Timothy M. Smith","raw_affiliation_strings":["Associate Professor of Corporate Environmental Management and Adjunct Professor of Marketing/Logistics Management, Carlson School of Management, University of Minnesota"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Associate Professor of Corporate Environmental Management and Adjunct Professor of Marketing/Logistics Management, Carlson School of Management, University of Minnesota","institution_ids":["https://openalex.org/I130238516"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5036488335","display_name":"Srinath Gopalakrishna","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I76835614","display_name":"University of Missouri","ror":"https://ror.org/02ymw8z06","country_code":"US","type":"education","lineage":["https://openalex.org/I76835614"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Srinath Gopalakrishna","raw_affiliation_strings":["Associate Professor of Marketing, University of Missouri, Columbia"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Associate Professor of Marketing, University of Missouri, Columbia","institution_ids":["https://openalex.org/I76835614"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5037685564","display_name":"Rabikar Chatterjee","orcid":"https://orcid.org/0000-0003-1131-0728","observed_orcids":["https://orcid.org/0000-0003-1131-0728"]},"institutions":[{"id":"https://openalex.org/I170201317","display_name":"University of Pittsburgh","ror":"https://ror.org/01an3r305","country_code":"US","type":"education","lineage":["https://openalex.org/I170201317"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Rabikar Chatterjee","raw_affiliation_strings":["Professor of Marketing, Katz Graduate School of Business, University of Pittsburgh"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Professor of Marketing, Katz Graduate School of Business, University of Pittsburgh","institution_ids":["https://openalex.org/I170201317"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5036488335","https://openalex.org/A5037685564","https://openalex.org/A5053222767"],"corresponding_institution_ids":["https://openalex.org/I130238516","https://openalex.org/I170201317","https://openalex.org/I76835614"],"apc_list":{"value":5400,"currency":"USD","value_usd":5400},"apc_paid":null,"fwci":21.0561,"has_fulltext":false,"cited_by_count":159,"citation_normalized_percentile":{"value":0.98911254,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":90,"max":100},"biblio":{"volume":"43","issue":"4","first_page":"564","last_page":"579"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.9678000211715698,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.9678000211715698,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.019099999219179153,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.00559999980032444,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/integrated-marketing-communication","display_name":"integrated marketing communication","score":0.9629999995231628},{"id":"https://openalex.org/keywords/lead-generation","display_name":"lead generation","score":0.9309999942779541},{"id":"https://openalex.org/keywords/multimedia-advertising","display_name":"multimedia advertising","score":0.3330000042915344},{"id":"https://openalex.org/keywords/lead-qualification","display_name":"lead qualification","score":0.4819999933242798},{"id":"https://openalex.org/keywords/inter-agency-cooperation","display_name":"inter-agency cooperation","score":0.621999979019165},{"id":"https://openalex.org/keywords/revenue-and-profit","display_name":"revenue and profit","score":0.5479999780654907},{"id":"https://openalex.org/keywords/home-improvement-retail","display_name":"home improvement retail","score":0.6100000143051147}],"concepts":[{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.7504684925079346},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.6731683611869812},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6699004769325256},{"id":"https://openalex.org/C84769239","wikidata":"https://www.wikidata.org/wiki/Q6770916","display_name":"Marketing mix modeling","level":5,"score":0.5951217412948608},{"id":"https://openalex.org/C146937435","wikidata":"https://www.wikidata.org/wiki/Q4025911","display_name":"Marketing effectiveness","level":4,"score":0.5692894458770752},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.5663439035415649},{"id":"https://openalex.org/C195487862","wikidata":"https://www.wikidata.org/wiki/Q850210","display_name":"Revenue","level":2,"score":0.5557523965835571},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.5413891673088074},{"id":"https://openalex.org/C39453970","wikidata":"https://www.wikidata.org/wiki/Q7317267","display_name":"Return on marketing investment","level":3,"score":0.5317244529724121},{"id":"https://openalex.org/C98495876","wikidata":"https://www.wikidata.org/wiki/Q1323528","display_name":"Digital marketing","level":2,"score":0.47476673126220703},{"id":"https://openalex.org/C192975520","wikidata":"https://www.wikidata.org/wiki/Q1143466","display_name":"Marketing management","level":2,"score":0.471168577671051},{"id":"https://openalex.org/C143095724","wikidata":"https://www.wikidata.org/wiki/Q515895","display_name":"Odds","level":3,"score":0.4530560076236725},{"id":"https://openalex.org/C80284016","wikidata":"https://www.wikidata.org/wiki/Q7404317","display_name":"Sales journal","level":3,"score":0.44050899147987366},{"id":"https://openalex.org/C98716237","wikidata":"https://www.wikidata.org/wiki/Q193959","display_name":"Marketing mix","level":2,"score":0.42881354689598083},{"id":"https://openalex.org/C48891531","wikidata":"https://www.wikidata.org/wiki/Q1141436","display_name":"Marketing research","level":2,"score":0.41441068053245544},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.18463969230651855},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.11804062128067017},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.07770088315010071},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C151956035","wikidata":"https://www.wikidata.org/wiki/Q1132755","display_name":"Logistic regression","level":2,"score":0.0},{"id":"https://openalex.org/C121955636","wikidata":"https://www.wikidata.org/wiki/Q4116214","display_name":"Accounting","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1509/jmkr.43.4.564","doi":"https://doi.org/10.1509/jmkr.43.4.564","is_oa":false,"landing_page_url":"https://doi.org/10.1509/jmkr.43.4.564","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":14,"referenced_works":["https://openalex.org/W1531653575","https://openalex.org/W1607125416","https://openalex.org/W1969570435","https://openalex.org/W2059801989","https://openalex.org/W2075836828","https://openalex.org/W2138116946","https://openalex.org/W2167560365","https://openalex.org/W2292533170","https://openalex.org/W2322558159","https://openalex.org/W2331412137","https://openalex.org/W2331554114","https://openalex.org/W2333786324","https://openalex.org/W4243134671","https://openalex.org/W4297081765"],"related_works":["https://openalex.org/W3133584019","https://openalex.org/W2571234993","https://openalex.org/W2971787757","https://openalex.org/W67369497","https://openalex.org/W1995236777","https://openalex.org/W2011376723","https://openalex.org/W1541168820","https://openalex.org/W2770961591","https://openalex.org/W2092433998","https://openalex.org/W1597791067"],"abstract_inverted_index":{"The":[0,21,122,167],"marketing":[1,59,142,189,222],"and":[2,19,35,89,119,156,160,164,178,190,218,223],"sales":[3,38,65,77,82,120,157,161,165,191,224],"functions":[4],"in":[5,36,76,150],"many":[6],"firms":[7],"are":[8,125],"often":[9],"at":[10,96],"odds":[11],"despite":[12],"their":[13],"common":[14],"goal":[15],"of":[16,29,43,67,92,110,172,180,213],"increasing":[17],"revenue":[18,88],"profit.":[20],"finger":[22],"pointing":[23],"goes":[24],"both":[25],"ways:":[26],"Marketing":[27],"complains":[28],"poor":[30],"lead":[31,54,115],"follow-up":[32,78,151],"by":[33,46],"sales,":[34],"turn,":[37],"grumbles":[39],"about":[40],"the":[41,87,97,100,108,170,176,198,201,211,221],"quality":[42],"leads":[44,73],"generated":[45,56],"marketing.":[47],"This":[48],"disconnect":[49],"can":[50,192],"be":[51],"damaging;":[52],"high":[53],"volumes":[55],"through":[57],"effective":[58],"campaigns":[60],"could":[61],"actually":[62],"hurt":[63],"downstream":[64],"because":[66],"wasted":[68],"effort":[69,130],"on":[70,114,127,175,220],"poorly":[71],"qualified":[72],"and/or":[74],"delays":[75,149],"resulting":[79],"from":[80],"limited":[81],"force":[83,158],"capacity.":[84],"To":[85],"examine":[86],"profit":[90],"implications":[91],"coordinated":[93],"communications":[94,113,215],"efforts":[95,143],"marketing-sales":[98],"interface,":[99],"authors":[101,202],"develop":[102,203],"a":[103,128,132,138,204],"three-stage":[104],"model":[105],"that":[106,146,184],"captures":[107],"effects":[109],"sequential":[111],"marketing/sales":[112],"generation,":[116],"appointment":[117],"conversion,":[118],"closure.":[121],"results,":[123],"which":[124],"based":[126],"collaborative":[129],"with":[131],"large":[133],"home":[134],"improvement":[135],"retailer,":[136],"suggest":[137],"complex":[139],"interplay":[140],"among":[141],"(multiple":[144],"media":[145],"generate":[147],"leads),":[148],"(time":[152],"lag":[153],"between":[154,188],"inquiry":[155],"contact),":[159],"efficiencies":[162],"(appointment":[163],"conversion).":[166],"findings":[168],"underscore":[169],"impact":[171,212],"multimedia":[173],"spending":[174],"timing":[177],"effectiveness":[179],"subsequent":[181],"communications,":[182],"implying":[183],"improved":[185],"internal":[186],"collaboration":[187],"offer":[193],"significant":[194],"upside":[195],"potential":[196],"for":[197],"firm.":[199],"Finally,":[200],"managerial":[205],"decision":[206],"support":[207],"tool":[208],"to":[209],"simulate":[210],"varying":[214],"budgets,":[216],"timing,":[217],"allocation":[219],"planning":[225],"system.":[226]},"counts_by_year":[{"year":2026,"cited_by_count":2},{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":3},{"year":2023,"cited_by_count":10},{"year":2022,"cited_by_count":10},{"year":2021,"cited_by_count":11},{"year":2020,"cited_by_count":12},{"year":2019,"cited_by_count":9},{"year":2018,"cited_by_count":9},{"year":2017,"cited_by_count":11},{"year":2016,"cited_by_count":14},{"year":2015,"cited_by_count":11},{"year":2014,"cited_by_count":7},{"year":2013,"cited_by_count":9},{"year":2012,"cited_by_count":10}],"updated_date":"2026-10-12T09:40:04.860316","created_date":"2016-06-24T00:00:00"}