Personal characteristics, trust, conflict, and effectiveness in marketing/sales working relationships

By G. Massey, Phil Dawes. 2007

120 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/e78d75aaf0d11825a418d03625eb169a397cc223

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Organizational Behavior and Human Resource Management

1. Eduardo Salas
2. C. Shawn Burke
3. Marissa L. Shuffler
4. G. Han
5. P. D. Harms
6. Jessica L. Wildman
7. Elizabeth H. Lazzara
8. Steve W. J. Kozlowski

In Strategy and Management

1. Marissa L. Shuffler
2. G. Han
3. Eduardo Salas
4. P. D. Harms
5. Elizabeth H. Lazzara
6. C. Shawn Burke

Citations in the corpus

• Trust Development in Swift Starting Action Teams (2012, background): “Researchers have demonstrated that conflict is negatively associated with trust (Greer, Jehn, Thatcher, & Mannix, 2007; Massey & Dawes, 2007), team performance, and team satisfaction (De Dreu & Weingart, 2003), whereas conflict management has a positive effect on team cohesion, team satisfaction,…”
• Team identification, trust and conflict: a mediation model (2010, background): “Another study (Massey and Dawes, 2007) based on data in 53 firms in Australia found that trust was negatively related with the dysfunctional interpersonal conflict between marketing and sales managers.”