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The Interorganizational Link
Pruden, Henry O.
14/1  (Fall 1971): 39-45

The article presents information on interorganizational link. This paper presents the test of three propositions derived from a conceptual framework of the outside salesman as an interorganizational link. The three propositions deal with the power relations, the coordinative authority and the customer-salesman status equality of outside salesmen. The basic idea is that the greater the amount of power or authority and the more equal the status relations, the higher the productivity and the satisfaction of salesmen. The power, authority and status relations between a salesman and the persons with whom he interacts flow laterally between units in separate organizations just as they do between persons and departments within a single organization. The salesman as chief conductor of these interorganizational relations holds together the exchange relationship between his own company and its customers. How effectively the salesman maintains the exchanges is in part determined by his handling of power, authority and status relations. The greater the salesman's perceived power and authority, the more likely will he be highly productive and highly satisfied.

 

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