Research Paper
Functional and dysfunctional conflict in the context of marketing and sales
By Graham R Massey & Philip L Dawes Working Paper Series 2004
Number ISSN Number
WP009/04 1363-6839
Professor Philip L Dawes
Professor of Marketing University of Wolverhampton, UK Tel: +44 (0) 1902 323700 Email: P.Dawes@wlv.ac.uk
Functional and dysfunctional interpersonal conflict in the context of marketing and sales
Copyright © University of Wolverhampton 2004
All rights reserved. No part of this work may be reproduced, photocopied, recorded, stored in a retrieval system or transmitted, in any form or by any means, without the prior permission of the copyright holder.
The Management Research Centre is the co-ordinating centre for research activity within the University of Wolverhampton Business School. This working paper series provides a forum for dissemination and discussion of research in progress within the School. For further information contact: Management Research Centre Wolverhampton University Business School Telford, Shropshire TF2 9NT 01902 321772 Fax 01902 321777
All Working Papers are published on the University of Wolverhampton Business School web site and can be accessed at www.wlv.ac.uk/uwbs choosing ‘Internal Publications’ from the Home page.
2
Functional and dysfunctional interpersonal conflict in the context of marketing and sales
Abstract
Focusing on the working relationship between marketing managers and sales managers, our study examines two dimensions of interpersonal conflict: dysfunctional conflict and functional conflict. Accordingly, this research contrasts with the vast majority of previous studies of conflict in marketing’s cross-functional relationships which have only examined dysfunctional conflict, a negative psychosocial outcome. Drawing on the relevant theory, we include three communication variables (communication frequency, bidirectionality, and communication quality) and two organisational structure variables
By Graham R Massey & Philip L Dawes Working Paper Series 2004
Number ISSN Number
WP009/04 1363-6839
Professor Philip L Dawes
Professor of Marketing University of Wolverhampton, UK Tel: +44 (0) 1902 323700 Email: P.Dawes@wlv.ac.uk
Functional and dysfunctional interpersonal conflict in the context of marketing and sales
Copyright © University of Wolverhampton 2004
All rights reserved. No part of this work may be reproduced, photocopied, recorded, stored in a retrieval system or transmitted, in any form or by any means, without the prior permission of the copyright holder.
The Management Research Centre is the co-ordinating centre for research activity within the University of Wolverhampton Business School. This working paper series provides a forum for dissemination and discussion of research in progress within the School. For further information contact: Management Research Centre Wolverhampton University Business School Telford, Shropshire TF2 9NT 01902 321772 Fax 01902 321777
All Working Papers are published on the University of Wolverhampton Business School web site and can be accessed at www.wlv.ac.uk/uwbs choosing ‘Internal Publications’ from the Home page.
2
Functional and dysfunctional interpersonal conflict in the context of marketing and sales
Abstract
Focusing on the working relationship between marketing managers and sales managers, our study examines two dimensions of interpersonal conflict: dysfunctional conflict and functional conflict. Accordingly, this research contrasts with the vast majority of previous studies of conflict in marketing’s cross-functional relationships which have only examined dysfunctional conflict, a negative psychosocial outcome. Drawing on the relevant theory, we include three communication variables (communication frequency, bidirectionality, and communication quality) and two organisational structure variables