TY  - JOUR
AU  - Hetenyi, Gábor
TI  - New research methods of Sales-Marketing Interfaces
JF  - INTERNATIONAL JOURNAL OF ENGINEERING AND MANAGEMENT SCIENCES / MŰSZAKI ÉS MENEDZSMENT TUDOMÁNYI KÖZLEMÉNYEK
J2  - IJEMS MMTK
VL  - 5
PY  - 2020
IS  - 3
SP  - 160
EP  - 183
PG  - 24
SN  - 2498-700X
UR  - https://m2.mtmt.hu/api/publication/31749402
ID  - 31749402
LA  - English
DB  - MTMT
ER  - 

TY  - JOUR
AU  - Hetenyi, Gábor
AU  - Szilasi, Magdolna
AU  - Lengyel, Attila
TI  - PLS Modelling of Factors Affecting the Cooperation Between Sales and Marketing in Pharmaceutical and Non-Pharmaceutical Manufacturing Firms
JF  - TRZISTE / MARKET
J2  - TRZISTE
VL  - 31
PY  - 2019
IS  - 2
SP  - 227
EP  - 247
PG  - 21
SN  - 0353-4790
DO  - 10.22598/mt/2019.31.2.227
UR  - https://m2.mtmt.hu/api/publication/31067507
ID  - 31067507
AB  - Purpose – This paper aims to explore the manner in which cooperation between sales and marketing in pharmaceutical manufacturing companies (PMC) (n=16) and non-pharmaceutical manufacturing companies (NPMC) (n=31) is affected by selected indicators. It also attempts to demonstrate how the Partial Least Square (PLS) path modelling technique can reveal latent mechanisms in the interplay of the examined factors affecting SM cooperation. Design/methodology/approach – Data collection was carried out in the form of an online questionnaire. The rating scale data gathered was analyzed using PLS path modelling. Findings – Management culture (information exchange, coordination, vision, and communication) as the su-perblock of the model accounts for a high variance in SM cooperation in both PMCs (R2 =0.619) and NPMCs (R2 =0.741). Out of the three variables determining management culture, in PMCs it is coordination (R2 %=44), while in NPMCs it is information exchange (R2 %=57) that accounts for most of the variance. The results clearly demonstrate that there are factors affecting SM cooperation that work differently in PMCs and NPMCs. Limitations – As the analysis in this research study was based on a convenience sample, its result should be interpreted with caution and cannot be generalized. Originality/value – This is the first time that the SM interface mechanisms were compared in PMCs and NP-MCs using PLS path modelling. PLS revealed latent relationships and mechanisms that play an important role in optimising SM cooperation.
LA  - English
DB  - MTMT
ER  - 

TY  - JOUR
AU  - Hetenyi, Gábor
AU  - Lengyel, Attila
AU  - Szilasi, Magdolna Emma
TI  - Quantitative analysis of qualitative data: Using voyant tools to investigate the sales-marketing interface
JF  - JOURNAL OF INDUSTRIAL ENGINEERING AND MANAGEMENT
J2  - J INDUST ENGIN MANAG
VL  - 12
PY  - 2019
IS  - 3
SP  - 393
EP  - 404
PG  - 12
SN  - 2013-8423
DO  - 10.3926/jiem.2929
UR  - https://m2.mtmt.hu/api/publication/30923545
ID  - 30923545
LA  - English
DB  - MTMT
ER  - 

TY  - JOUR
AU  - Hetenyi, Gábor
AU  - Lengyel, Attila
AU  - Szilasi, Magdolna Emma
AU  - Szűcs, Edit
TI  - Nationality Differences Affecting the Cooperation of SM: PLS Modelling of Data from Six International Companies
JF  - SELYE E-STUDIES
J2  - SELYE E-STUDIES
VL  - 10
PY  - 2019
IS  - 2
SP  - 46
EP  - 63
PG  - 18
SN  - 1338-1598
UR  - https://m2.mtmt.hu/api/publication/30857199
ID  - 30857199
LA  - English
DB  - MTMT
ER  - 

TY  - JOUR
AU  - Hetenyi, Gábor
AU  - Lengyel, Attila
AU  - Szilasi, Magdolna Emma
TI  - A konfliktuspotenciálok elemzésének jelentősége a marketing és az értékesítés integrációjában
JF  - INTERNATIONAL JOURNAL OF ENGINEERING AND MANAGEMENT SCIENCES / MŰSZAKI ÉS MENEDZSMENT TUDOMÁNYI KÖZLEMÉNYEK
J2  - IJEMS MMTK
VL  - 4
PY  - 2019
IS  - 3
SP  - 41
EP  - 59
PG  - 19
SN  - 2498-700X
DO  - 10.21791/IJEMS.2019.3.5.
UR  - https://m2.mtmt.hu/api/publication/30806364
ID  - 30806364
LA  - Hungarian
DB  - MTMT
ER  -