haku: @indexterm SALES MANAGEMENT / yhteensä: 391
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| Tekijä: | Dawes, P.L. Massey, G.R. |
| Otsikko: | Antecedents of conflict in marketing's cross-functional relationship with sales |
| Lehti: | European Journal of Marketing
2005 : VOL. 39:11-12, p. 1327-1344 |
| Asiasana: | marketing sales management individual behaviour United Kingdom Australia |
| Kieli: | eng |
| Tiivistelmä: | The paper aims to develop and test a model of the factors explaining the level of interpersonal conflict (here as: ip-conflict) btw. marketing managers and sales managers (here as: m-and-s-mgrs.) The paper also aims at establishing the overall level of ip-conflict in the full sample and in the two sampled countries, that is, the UK and Australia, from where the data were collected from 200 sales managers. It is found that there was a surprisingly low level of ip-conflict btw. marketing m-and-s-mgrs. and that there were no differences across the two countries. More detailed results are also reported. |
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