More communication is not always better? The interplay between effective communication and interpersonal conflict in influencing satisfaction

Effective communication on a personal level plays an important role in developing a long-term buyer–seller relationship, but the process of interpersonal communication may be conflictual. Drawing on the interaction approach, the present study investigates the interplay between effective communication and interpersonal conflict in influencing satisfaction and argues that a high level of effective communication not only diminishes the negative impact of relationship conflict on satisfaction, but also suppresses the positive impact of task conflict on satisfaction. Surveying data from 298 procurement professionals revealed that as the level of effective communication increases, the negative impacts of relationship conflict on satisfaction decrease, but the positive impacts of task conflict on satisfaction also decrease. Therefore, effective communication is found to be beneficial for improving purchasers' perceived satisfaction, but the timing of the task conflict, along with the low levels of relationship conflict, is a critical factor to affect the efficiency of effective communication.     

Sales technology within the salesperson's relationships: A research agenda

The average cost of a sales call has declined approximately 15% over the past decade, while average salesperson compensation has doubled. These statistics illustrate an important benefit of technology: salespeople are more productive. To better understand the impact technology has played on sales and sales management, this paper examines the impact of sales technology from four perspectives: the salesperson, the field sales manager, the sales executive, and the customer. Noting that the needs and evaluations of technology vary, depending upon the functional position and viewpoint, a research agenda is offered that reflects these various perspectives.     

模糊层次分析法优化BP神经网络的交通冲突预测模型

本文通过全面剖析影响交通冲突的原因,以交通流量、道路几何设计和道路环境三方面的因素建立指标层次结构体系。提出基于模糊层次分析(FAHP)法优化BP神经网络(BPNN)的预测模型,应用于交通冲突预测。     

特征造型协同设计中冲突消解的方法

协同设计是一种高效的设计方法,但是在设计者之间产生冲突是不可避免的。如何避免冲突,是协同设计的一个关键问题。提出一种冲突消解的方法,在操作过程中采取银行家算法解决死锁机制来预防冲突,并且根据冲突的特征将他们进行分类从而找出相匹配的消解策略。     

Beyond third party role: Disputes and managerial intervention

This article reviews the research findings on managerial third party intervention and the factors that affect role choice. It explores the implications of research findings and advocates using a political approach to investigate the ways that managers enter into disputes, both directly and indirectly, and through such roles as conflict orchestrators. It calls for reexamining the assumptions that underlie this research and for focusing on the process of defining conflicts, uncovering coalitions and networks of relationships, and linking third party intervention to the ideology that underlies organizational disputes.     

Deriving benefits from conflict resolution: A macrojustice assessment

Effective conflict resolution procedures serve to minimize dysfunctional effects of conflict and maximize functional effects. In the literature on conflict resolution procedures, the effectiveness of procedures has been evaluated primarily from the perspective of the individual. This article suggests that a system-level analysis of the pattern of outcomes resulting from different conflict resolution procedures is a necessary component in formulating a comprehensive framework for the design and evaluation of conflict resolution systems in organizations. The analytic questions addressed by this study concern associations between resolution procedures and outcome patterns in a system created specifically for conflict resolution within organizations: the grievance system. The pattern of outcomes was found to vary with the conflict resolution procedure. It is suggested that this has important implications for effective conflict resolution systems.