TITLE

BRIDGING THE DISTANCE BETWEEN US: HOW INITIAL RESPONSES TO SALES TEAM CONFLICT HELP SHAPE CORE SELLING TEAM OUTCOMES

AUTHOR(S)
Dixon, Andrea L.; Gassenheimer, Jule B.; Barr, Terri Feldman
PUB. DATE
September 2002
SOURCE
Journal of Personal Selling & Sales Management;Fall2002, Vol. 22 Issue 4, p247
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Intra-team conflict within core selling teams can shape team outcomes. Using congruency theory, we propose how conflict responses impact the relational distance between individuals in a core selling team, creating positive/negative team outcomes. Our framework suggests managers may improve team outcomes by monitoring sales team members' responses to conflict, encouraging internal cognitive voice behaviors, and intervening in teams not using internal cognitive voice behaviors when relational or process conflict exists. Our model helps explain the paradox in which an individual who is part of a "winning" team (one achieving its team goals) may still choose to exit the team.
ACCESSION #
9511991

 

Related Articles

  • El Docente como Gerente en la Calidad del Aprendizaje y Trabajo en Equipo. Jarrín Jaramillo, Fabiola // Revista Daena (International Journal of Good Conscience);jul2012, Vol. 7 Issue 2, p61 

    This study of descriptive-explanatory nature places emphasis on the quality of learning, the benefits of skills and attitudes of the teacher as a participatory and efficient manager who has a good teamwork. Together, these objectives focused on the active participation of all stakeholders for...

  • TOOLS OF THE TRADE. Wilson, Carol // Training Journal;Oct2009, p59 

    The article discusses the five styles of dealing with conflict. It states that competing represents the attitude of someone who will do anything to achieve his ends and collaborating is a much more enjoyable and productive way of working. It indicates that accommodating is useful in helping...

  • TOOLS OF THE TRADE AT WORK. Taylor, Denise // Training Journal;Oct2009, p61 

    The article reports on the significance of the Thomas-Kilmann Conflict Mode Instrument (TKI) to understand how different conflict-handling modes affect personal and group dynamics. It notes that raising alternative ways of using each mode could help people who need to increase their...

  • The Effects of Behavioural Outcome Goals, Learning Goals, and Urging People to do Their Best on an Individual's Teamwork Behaviour in a Group Problem-Solving Task. Brown, Travor C.; Latham, Gary P. // Canadian Journal of Behavioural Science;Oct2002, Vol. 34 Issue 4, p276 

    Recent research shows that learning goals are superior to outcome goals on complex tasks. The effectiveness of behavioural outcome goals (set using behavioural observation scales (BOS)), learning goals, and urging people to do their best was examined in the context of a training program designed...

  • Productivity and Profitability. Ray, Darrel W. // Executive Excellence;Oct2001, Vol. 18 Issue 10, p14 

    Focuses on the importance of goals for the success of teams in business enterprises. Advantages of goals; Characteristics of goals; Types of goals to be important to the workplace.

  • Project-based learning in professional organizations. Poell, Rob F.; Van Der Krogt, Ferd J.; Warmerdam, John H. M. // Adult Education Quarterly;Fall98, Vol. 49 Issue 1, p28 

    Describes a method of project-based learning applicable in work organizations. Connection between learning and working in group projects; Learning-network theory; High demands on the learning and work systems of the organization and on the involvement of the learners; Data feedback and...

  • How Managers Use Multiple Media: Discrepant Events, Power, and Timing in Redundant Communication. Leonardi, Paul M.; Neeley, Tsedal B.; Gerber, Elizabeth M. // Organization Science;Jan/Feb2012, Vol. 23 Issue 1, p98 

    Several recent studies have found that managers engage in redundant communication; that is, they send the same message to the same recipient sequentially through two or more unique media. Given how busy most managers are, and how much information their subordinates receive on a daily basis, this...

  • DELIBERATE LEARNING TO IMPROVE PERFORMANCE IN DYNAMIC SERVICE SETTINGS: EVIDENCE FROM HOSPITAL INTENSIVE CARE UNITS. NEMBHARD, INGRID M.; TUCKER, ANITA L. // Academy of Management Annual Meeting Proceedings;2010, Vol. 2010 Issue 1, p1 

    The article assesses the effectiveness of induced learning on workgroup performance in an effort to further understand organizational learning in dynamic service settings. A three-year study of 23 hospital neonatal intensive care units and their performance is presented. Emphasis is placed on...

  • TRUE LEADERSHIP IS A PROCESS. Meszaros, Liz // Ophthalmology Times;Winter2012 iTech Supplement, Vol. 1 Issue 4, p13 

    In the article, the author focuses on the qualities for leadership. The author mentions that genuiness, trustworthiness and compassion are come qualities for true leadership. The author also discusses some steps for a leadership process including a vision of healthy work environment and...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics