Sales-distribution interfunctional climate and relationship effectiveness
Article Abstract:
The different ways in which interfunctional climate, comprised of the two elements of communication ease and co-operation, might affect sales-distribution relationship effectiveness is investigated. Impact of management and subordinate levels within each respective function are examined and it is found that cooperation is an important element for sales-distribution effectiveness across both functions and management levels.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2004
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Individual and joint decision-making in industrial vendor selection
Article Abstract:
The research indicates that vendor selection decisions are made primarily by individuals. However, when joint decisions are used, risk aversion is higher.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 1997
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