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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
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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.
The Academy of Management Journal © 1969 Academy of Management