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[{"key": "dc.contributor.advisor", "value": "Mero, Joel", "language": null, "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Kunelius, Vilma", "language": null, "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2024-06-19T15:00:21Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2024-06-19T15:00:21Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2024", "language": null, "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/96048", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Myynnin ja markkinoinnin rajapinta on pirstoutunut, tehoton, et\u00e4inen ja t\u00e4ynn\u00e4 ep\u00e4luottamusta. T\u00e4m\u00e4 asettaa haasteita yritysten toimintojen yhten\u00e4ist\u00e4miselle, heikent\u00e4en yritysten yleist\u00e4 suorituskyky\u00e4. Viimeisimm\u00e4t tutkimukset osoittavat, ett\u00e4 toimiva myynnin ja markkinoinnin rajapinta voi auttaa yrityksi\u00e4 v\u00e4ltt\u00e4m\u00e4\u00e4n erilaisia haasteita, kuten resurssien tehottomuutta, budjettien v\u00e4\u00e4ristymist\u00e4 ja tietojen eriytymist\u00e4. Digitaalisten alustojen uskotaan tehostavan t\u00e4t\u00e4 rajapintaa, luomalla uusia yhteisty\u00f6prosesseja myynti- ja markkinointitoimintojen v\u00e4lille.\nT\u00e4m\u00e4n tutkimuksen tavoitteena oli selvitt\u00e4\u00e4, kuinka erilaiset digitaaliset teknologiat vaikuttavat myynnin ja markkinoinnin rajapintaan, sek\u00e4 kuvata, miten n\u00e4m\u00e4 teknologiat vaikuttavat myynnin ja markkinoinnin ty\u00f6ntekij\u00f6iden rooleihin ja vastuunjakoon. Tutkimuksessa k\u00e4ytettiin laadullista l\u00e4hestymistapaa ja aineisto ker\u00e4ttiin haastattelemalla myynti- ja markkinointijohtajia molemminpuolisten n\u00e4kemyksien taltioimiseksi. Tutkimuksen teoreettinen viitekehys ohjasi haastattelukysymysten muotoilua, aineiston analysointia ja tutkimustulosten tulkintaa.\nTutkimustulokset osoittavat, ett\u00e4 digitaaliset teknologiat ovat merkitt\u00e4v\u00e4sti parantaneet myynti- ja markkinointitiimien integraatiota ja yhteisty\u00f6t\u00e4. Tulokset korostavat, ett\u00e4 useat digitaaliset ty\u00f6kalut ja j\u00e4rjestelm\u00e4t ovat helpottaneet myynnin ja markkinoinnin yhteisi\u00e4 prosesseja. T\u00e4m\u00e4 vahvistaa aikaisempia havaintoja teknologian roolista integroivana mekanismina myynnin ja markkinoinnin yhteisty\u00f6ss\u00e4. Lis\u00e4ksi tutkimus tuo uusia n\u00e4k\u00f6kulmia ja laajentaa nykyist\u00e4 ymm\u00e4rryst\u00e4 teknologian vaikutuksista muun muassa ty\u00f6ntekij\u00f6iden suorituskykyyn ja tiimien v\u00e4liseen palautteenantokulttuuriin sek\u00e4 luottamuksen rakentamiseen ja yhteisten tavoitteiden muodostumiseen datan ja mitattavuuden avulla.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "The sales-marketing interface in organisational settings is fragmented, inefficient, distant, and full of mistrust, which poses continuous challenges to operation alignment and leads to missed opportunities for improved profitability and performance. The incentives for enhancing collaboration between sales and marketing are increasing, as recent research indicates that a well-functioning interface can help organisations sidestep several challenges, such as resource inefficiency, budget misalignment, and data silos. However, persistent issues, including ineffective communication, high power distances, restricted information exchange, unclear roles, and lack of shared goals and budgets, highlight the need for a collaborative environment between these functions, which could be fostered by implementing technological solutions to streamline evolving operations.\nThis thesis explored how diverse digital technologies impact the sales-marketing interface and whether these technologies influence marketing and sales employees' roles and shared responsibilities. Due to the narrow existing research domain, a qualitative approach was employed, with primary data collected through interviews with marketing and sales directors and managers to gain thorough insights and perspectives from both sides. The theoretical framework of the research guided the formation of interview questions, data analysis, and interpretation of the research findings. \nThe qualitative analysis of interview data shows that digital technologies have significantly enhanced the integration and collaboration between marketing and sales teams. The findings highlight that several digital tools and systems have facilitated key improvements, confirming several existing findings regarding technology\u2019s role as an integrating mechanism in sales-marketing collaboration while offering new insights into trust building and common goal formation through data and measurability. In addition, the research introduces new perspectives and expands the current understanding of technology's impact on employee performance, task visibility and role clarity, and feedback diversity and transparency.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by jyx lomake-julkaisija (jyx-julkaisija.group@korppi.jyu.fi) on 2024-06-19T15:00:21Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2024-06-19T15:00:21Z (GMT). No. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "57", "language": null, "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "CC BY-NC-ND 4.0", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.title", "value": "Technology-mediated integration of sales and marketing", "language": null, "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-202406194812", "language": null, "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Master's Degree Programme in Digital Marketing and Corporate Communication", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Master's Degree Programme in Digital Marketing and Corporate Communication", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.copyright", "value": "\u00a9 The Author(s)", "language": null, "element": "rights", "qualifier": "copyright", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": null, "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.format.content", "value": "fulltext", "language": null, "element": "format", "qualifier": "content", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://creativecommons.org/licenses/by-nc-nd/4.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}]
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