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JOURNAL OF ORGANIZATIONAL PSYCHOLOGY

Examining the Effect of the Conflict Management

Strategies on Job Performance

Author(s): Nermine Magdy Atteya

Citation: Nermine Magdy Atteya, (2013) "Examining the Effect of the Conflict Management Strategies on Job Performance," Journal of Organizational Psychology, Vol. 13, Iss. 1/2, pp. 83 - 95

Article Type: Research paper

Publisher: North American Business Press

Abstract:

The rapid globalization of modern business and the challenges to reach sales objectives pose major

issues for human resource management. One important area that has yet to be fully explored is the

management of conflict between sales and marketing functional areas. We hypothesize that: 1) marketing

and sales task conflict is more likely to involve distributive (win–lose) issues and 2) when win–win

(integrative) potential exists, the disputants are more likely to approach conflict from a fixed-pie

perspective. Our analysis of data collected from food manufacturing industry supports this hypothesis.

The application of different conflict management strategies varies depending on whether they are applied

to sales or marketing task conflict. The importance of aligning conflict management strategies with the

integrative potential of sales and marketing tasks is presented to managers.