Cooperation and conflict between industrial sales and production

This study examines the potential for cooperation between the sales and production functions in the composite can and tube industry. The interfunctional communications perceptions, role-partner choices, and personal value attributions of incumbents in four key positions are examined. While perceptio...

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Bibliographic Details
Published in:Industrial marketing management 1984-08, Vol.13 (3), p.163-169
Main Authors: Clare, Donald A., Sanford, Donald G.
Format: Article
Language:English
Subjects:
Communications
Composites
Conflict
Cooperation
Industry
Measures
Production
Roles
Sales managers
Studies
Values
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Summary:This study examines the potential for cooperation between the sales and production functions in the composite can and tube industry. The interfunctional communications perceptions, role-partner choices, and personal value attributions of incumbents in four key positions are examined. While perceptions, choices, and attributions are found to interact differently in different positions, the overall effect suggests a greater potential for conflict and dominance than for cooperation.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(84)90029-4