Improving marketing/logistics cross-functional collaboration in the supplychain

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.