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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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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cited_by cdi_FETCH-LOGICAL-c359t-f4d8170437216d2c635c7d382d498087570191608e3f780ae44cd4e8e6324d683
cites cdi_FETCH-LOGICAL-c359t-f4d8170437216d2c635c7d382d498087570191608e3f780ae44cd4e8e6324d683
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container_title Industrial marketing management
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creator Clare, Donald A.
Sanford, Donald G.
description 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.
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1873-2062
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source International Bibliography of the Social Sciences (IBSS); ScienceDirect: Business, Management & Accounting Backfile
subjects Communications
Composites
Conflict
Cooperation
Industry
Measures
Production
Roles
Sales managers
Studies
Values
title Cooperation and conflict between industrial sales and production
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