Sales-distribution interfunctional climate and relationship effectiveness

Article Abstract:

The different ways in which interfunctional climate, comprised of the two elements of communication ease and co-operation, might affect sales-distribution relationship effectiveness is investigated. Impact of management and subordinate levels within each respective function are examined and it is found that cooperation is an important element for sales-distribution effectiveness across both functions and management levels.

Distribution of goods, Distribution (Commerce), Business communication, Sales, Sales analysis

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Individual and joint decision-making in industrial vendor selection

Article Abstract:

The research indicates that vendor selection decisions are made primarily by individuals. However, when joint decisions are used, risk aversion is higher.

Decision-making, Decision making, Evaluation, Vendors and purchasers (Law)

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