Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen
- 1 September 1969
- journal article
- Published by Academy of Management in The Academy of Management Journal
- Vol. 12 (3) , 339-350
- https://doi.org/10.5465/255181
Abstract
This study focuses on industrial salesmen as interface managers who link their employer with their customers. The linking process behavior of salesmen as an approach to interorganizational coordination is examined by two propositions which interrelate interorganizational conflict, linkage and exchange.Keywords
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