Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

If You Use a Screen Reader

This content is available through Read Online (Free) program, which relies on page scans. Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.

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

Henry O. Pruden
The Academy of Management Journal
Vol. 12, No. 3 (Sep., 1969), pp. 339-350
Published by: Academy of Management
Stable URL: http://www.jstor.org/stable/255181
Page Count: 12
  • Read Online (Free)
  • Download ($29.00)
  • Subscribe ($19.50)
  • Cite this Item
Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen
Preview not available

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 coordination is examined by two propositions which interrelate interorganizational conflict, linkage and exchange.

Page Thumbnails

  • Thumbnail: Page 
339
    339
  • Thumbnail: Page 
340
    340
  • Thumbnail: Page 
341
    341
  • Thumbnail: Page 
342
    342
  • Thumbnail: Page 
343
    343
  • Thumbnail: Page 
344
    344
  • Thumbnail: Page 
345
    345
  • Thumbnail: Page 
346
    346
  • Thumbnail: Page 
347
    347
  • Thumbnail: Page 
348
    348
  • Thumbnail: Page 
349
    349
  • Thumbnail: Page 
350
    350