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Persistent link: https://www.econbiz.de/10009458946
Purpose – The purpose of this paper is to develop and test a model of the factors that explain the level of interpersonal conflict between marketing managers and sales managers. The paper aims to establish the overall level of interpersonal conflict in the full sample and in the two sampled...
Persistent link: https://www.econbiz.de/10014722293
Purpose – The purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and sales managers. Design/methodology/approach – The model integrates trust‐based and...
Persistent link: https://www.econbiz.de/10014842820
Purpose – The primary objective of this research is to test a model examining interpersonal trust between marketing managers and R&D managers during new product development projects. Design/methodology/approach – In this study interpersonal trust as a bi‐dimensional construct with...
Persistent link: https://www.econbiz.de/10014722439
Using data collected from 302 firms spanning a wide range of industry sectors, tests a model designed to explain the decision of whether to use or not to use an outside technical consultant when purchasing a big‐ticket, high technology product in the information technology area. The results...
Persistent link: https://www.econbiz.de/10014843309
Persistent link: https://www.econbiz.de/10001122587
Persistent link: https://www.econbiz.de/10000846883