Currently, little is known about the internal (intrafirm) behaviors that ma
y positively affect collaborative marketing/logistics integration, or about
the benefits that may be associated with making these considerable investm
ents. In short, what should firms be doing to promote marketing/logistics c
ollaborative integration? What is the potential payoff? This paper addresse
s these questions by examining relationships between the organization's eva
luation and reward system, cross-functional collaboration, effective market
ing/logistics interdepartmental integration, and distribution service perfo
rmance. (C) 2000 Elsevier Science Inc. All rights reserved.