Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen.

196955 citationsJournal Article

Authors

Henry O. Pruden · The University of Texas at Austin

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 coordina...

Topics & Keywords

Business Strategy and Innovation Innovation and Knowledge Management Collaboration in agile enterprises

Publication Details

Published in: Academy of Management Journal

Volume 12, Issue 3, pp. 339-350

DOI: 10.2307/255181

Field-Weighted Citation Impact: 9.39

Command Palette

Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen.

Authors

Abstract

Topics & Keywords

Publication Details