Coordination to market technology : the contribution of cooperative goals and interaction

Dean William TJOSVOLD, Lindsay MEREDITH, Choy L. WONG

    Research output: Journal PublicationsJournal Article (refereed)Researchpeer-review

    10 Citations (Scopus)

    Abstract

    Marketing managers must facilitate coordination among employees from sales, engineering, training, and support to market technology successfully. Thirty-six employees of a branch marketing division of a multi-national computer and office automation company were interviewed on problems they solved effectively and ineffectively with people from different departments. Results support the theory of cooperation and competition and indicate that cooperative goals coupled with open-minded, constructive controversy greatly contribute to serving customers and strengthening work relationships, This study suggests antecedents for cooperative goals, empirically develops categories of interactions, and suggests that cooperation theory can also be used to analyze coordination between marketing and other divisions.
    Original languageEnglish
    Pages (from-to)1-15
    Number of pages15
    JournalJournal of High Technology Management Research
    Volume9
    Issue number1
    DOIs
    Publication statusPublished - 1 Jan 1998

    Fingerprint

    Marketing
    Personnel
    Office automation
    Sales
    Managers
    Interaction
    Industry
    Employees
    Constructive controversy
    Cooperation and competition
    Multinationals
    Work relationships

    Cite this

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    abstract = "Marketing managers must facilitate coordination among employees from sales, engineering, training, and support to market technology successfully. Thirty-six employees of a branch marketing division of a multi-national computer and office automation company were interviewed on problems they solved effectively and ineffectively with people from different departments. Results support the theory of cooperation and competition and indicate that cooperative goals coupled with open-minded, constructive controversy greatly contribute to serving customers and strengthening work relationships, This study suggests antecedents for cooperative goals, empirically develops categories of interactions, and suggests that cooperation theory can also be used to analyze coordination between marketing and other divisions.",
    author = "TJOSVOLD, {Dean William} and Lindsay MEREDITH and WONG, {Choy L.}",
    year = "1998",
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    Coordination to market technology : the contribution of cooperative goals and interaction. / TJOSVOLD, Dean William; MEREDITH, Lindsay; WONG, Choy L.

    In: Journal of High Technology Management Research, Vol. 9, No. 1, 01.01.1998, p. 1-15.

    Research output: Journal PublicationsJournal Article (refereed)Researchpeer-review

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    AU - MEREDITH, Lindsay

    AU - WONG, Choy L.

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    N2 - Marketing managers must facilitate coordination among employees from sales, engineering, training, and support to market technology successfully. Thirty-six employees of a branch marketing division of a multi-national computer and office automation company were interviewed on problems they solved effectively and ineffectively with people from different departments. Results support the theory of cooperation and competition and indicate that cooperative goals coupled with open-minded, constructive controversy greatly contribute to serving customers and strengthening work relationships, This study suggests antecedents for cooperative goals, empirically develops categories of interactions, and suggests that cooperation theory can also be used to analyze coordination between marketing and other divisions.

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