Academy of Management Journal · 1969 · 55 citations · 0 references
NegotiationHuman Resource ManagementOrganizational ConflictIndustrial OrganizationOrganizational BehaviorIndustrial SalesmenManagementInterorganizational SystemEmployee RelationConflict ManagementInterorganizational NegotiationStrategic ManagementSale ResearchMarketingInterorganizational RelationshipProcess BehaviorOrganizational CommunicationOrganizational SystemOrganizational StructureSociologyBusinessInterface Managers
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...