The impact of intra-organizational behavior on inter-organizational relationships.
Item
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Title
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The impact of intra-organizational behavior on inter-organizational relationships.
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Identifier
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AAI9908370
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identifier
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9908370
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Creator
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Tellefsen, Thomas.
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Contributor
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Adviser: Nermin Eyuboglu
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Date
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1998
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Language
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English
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Publisher
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City University of New York.
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Subject
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Business Administration, Marketing | Business Administration, General | Psychology, Industrial | Sociology, Industrial and Labor Relations
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Abstract
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This dissertation examines the impact of a firm's internal behavior on its external exchange relationships. Specifically, it investigates how conflicts between a firm's boundary people and internal support personnel may ripple outward and affect the consistency of the firm's behavior with its trading partners. It also examines how a firm's external consistency may affect its trading partner's perceptions and evaluations. The hypotheses are tested with data from separate surveys of sales and purchasing managers. The sales data are analyzed with multiple regression. The results support the proposal that internal conflicts reduce external consistency. They also support the proposal that a salesperson's ability to use friendships and other methods of informal influence to overcome these conflicts can lead to higher levels of external consistency. The data do not support proposed relationships between a salesperson's access to formal power or ability to use defensive tactics and external consistency. The purchasing data are analyzed with LISREL and ANACOVA. The results support the proposals that increases in a firm's external consistency leads to increases in its trading partner's trust, satisfaction and commitment.;This study has implications for researchers and practitioners. The findings may help researchers gain greater insight into the factors that drive organizational exchange. The results suggest that it may be useful for researchers to expand their analysis of exchange relationships to include events that occur deep inside each partner's organization. The findings also suggest that practitioners may need to reassess their techniques for managing important exchange relationships. It may be useful for them to consider options for improving their intra-organizational cooperation in order to strengthen their inter-organizational relationships.
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Type
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dissertation
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Source
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PQT Legacy CUNY.xlsx
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degree
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Ph.D.
