[ToC]

 

Bruce Mallen, Principles of Marketing Channel Management, Lexington Books, 1977

ORGANIZATIONAL EXTENSION CONCEPT

Each person within each department will control, cooperate, and conflict with one another (notice arrows). Together they form a department (notice that the department box contains person boxes) which will be best off when cooperating (or cooperation through control) forces weigh heavier than conflicting forces. Now each department contols, cooperates, and conflicts with one another.