مدیریت بازرگانی (Mar 2011)
Survey the Effect of Personal Characteristics on Work Relations of Marketing & Sales Managers
Abstract
The key objective of this research is to test the effect of trust based on cognition and affection aspect, regard to 3 main issues as psychological differences, sale manager's marketing experience and sale manager's education level on perceived relationship effectiveness, dysfunctional conflict and functional conflict. The methodology based on descriptive researches and main tool for gathering data was questionnaire which distributed random between sale managers of FMCG industry. Partial Least Squares was used for analyzing the data and estimate the structural method. Results show that two aspects of interpersonal Trust (Affect-based and Cognition-based) have a positive effect on perceived relationship effectiveness. Also interpersonal trust has a negative effect on dysfunctional conflict. Cognition-based trust has no effect on functional conflict and Affect-based trust has a positive effect on functional conflict. Psychological differences between two managers have negative effect on both aspect of trust and results show that similarities between them would increase trust. Experience in marketing and sale manager's education level has no effect on interpersonal trust.
