Original paper
The role of sales team intragroup conflict on critical job outcomes
Abstract
Sales teams are often structured into groups by territories, product categories, or hierarchical levels of salespeople which provide support to one another while counter-intuitively competing for individual resources, rewards, and promotions. We posit that the impact of conflict within the sales team (sales team intragroup conflict) on critical individual-level job outcomes (job satisfaction and intent to turnover) is contingent upon two loci of...
Paper Details
Title
The role of sales team intragroup conflict on critical job outcomes
Published Date
Jan 1, 2020
Volume
84
Pages
126 - 137
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History