The antecedents and consequence of functional and dysfunctional conflict between Marketing Managers and Sales Managers

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Show simple item record Massey, GR Dawes, PL 2009-12-21T02:38:12Z 2007-11
dc.identifier.citation Industrial Marketing Management, 2007, 36 (8), pp. 1118 - 1129
dc.identifier.issn 0019-8501
dc.identifier.other C1 en_US
dc.description.abstract Focusing on the working relationship between Marketing Managers and Sales Managers, our study examines two dimensions of interpersonal conflict: dysfunctional conflict and functional conflict. Drawing on relevant theory, we include three communication variables - frequency, bidirectionality, and quality - as antecedents in our structural model. Using these explanatory variables we predict the two conflict dimensions, and in turn, use these same three communication variables, and the two conflict dimensions to predict our ultimate endogenous variable - perceived relationship effectiveness. Overall, our model has high explanatory power, and we find support for nine of the thirteen hypotheses. More specifically, two of the three communication variables - communication quality and bidirectionality - significantly impact on both forms of conflict, and relationship effectiveness, though communication frequency only influenced the quality of communication between the Marketing Managers and the Sales Managers. In addition, the variables in our model better predict the levels of functional conflict in the Marketing/Sales relationship than dysfunctional conflict. Finally, an important new finding in this research is that the overall level of dysfunctional conflict between these two functional managers is relatively low, while functional conflict is high. © 2006 Elsevier Inc. All rights reserved.
dc.language eng
dc.relation.hasversion Accepted manuscript version en_US
dc.relation.isbasedon 10.1016/j.indmarman.2006.05.017
dc.rights NOTICE: This is the author’s version of a work that was accepted for publication by Elsevier. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published by Elsevier. en_US
dc.title The antecedents and consequence of functional and dysfunctional conflict between Marketing Managers and Sales Managers
dc.title.alternative The antecedents and consequence of functional and dysfunctional conflict in marketing and sales relationships en_US
dc.type Journal Article
dc.parent Industrial Marketing Management
dc.journal.volume 8
dc.journal.volume 36
dc.journal.number 8 en_US
dc.publocation New York en_US
dc.identifier.startpage 1118 en_US
dc.identifier.endpage 1129 en_US BUS.School of Marketing en_US
dc.conference Verified OK en_US
dc.for 150503 Marketing Management (Incl. Strategy and Customer Relations)
dc.personcode 020358
dc.percentage 100 en_US Marketing Management (incl. Strategy and Customer Relations) en_US
dc.classification.type FOR-08 en_US
dc.location.activity ISI:000250791100010 en_US
dc.location.activity ISI:000250791100010
dc.description.keywords Research-and-development; Product Innovation; Scale Development; Model; Communication; Trust; Orientation; Integration; Dimensions; Mechanisms en_US
dc.description.keywords Research-and-development
dc.description.keywords Product Innovation
dc.description.keywords Scale Development
dc.description.keywords Model
dc.description.keywords Communication
dc.description.keywords Trust
dc.description.keywords Orientation
dc.description.keywords Integration
dc.description.keywords Dimensions
dc.description.keywords Mechanisms
dc.description.keywords Cross-functional relationships
dc.description.keywords Functional and dysfunctional conflict
dc.description.keywords Marketing/sales relationships
dc.description.keywords Perceived relationship effectiveness
pubs.embargo.period Not known
pubs.organisational-group /University of Technology Sydney
pubs.organisational-group /University of Technology Sydney/Faculty of Business
pubs.organisational-group /University of Technology Sydney/Faculty of Business/School of Marketing
pubs.organisational-group /University of Technology Sydney/Strength - Management and Organisation Studies

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