Arndt, Aaron D.; Karande, Kiran; Harkins, Jason - In: International Journal of Retail & Distribution Management 40 (2012) 9, pp. 717-736
salesperson perception of cross‐functional conflict. Design/methodology/approach – Frontline employees often specialize in selling … performance on salesperson perception of cross‐functional conflict. Findings – In Study 1, salesperson conflict with frontline … cross‐functional conflict when cross‐sellers perform well. Cross‐functional training decreases conflict directly. The effect …