The Competitive Path to Cohesion


Competitiveness and cohesion have often been considered mutually exclusive variables. This research explores the relationship between these variables and finds results suggesting a positive relationship between trait competitiveness and group cohesion. An experiment was conducted to help explain these counterintuitive findings. The author argues this relationship can be attributed to the competitive focus of the individuals within the sales organization. The article intends to fill a previous gap in the literature by addressing the importance of competitive focus as a moderating variable in the competitive-cohesive relationship.

Feb 8, 2019 9:30 AM
The University of Memphis
3675 Central Ave, Memphis, TN 38152
Alec Pappas
Assistant Professor of Marketing

My research interest is on marketing strategy with an emphasis on the effects of social dynamics (e.g., intraorganizational social networks. social capital, and social influence) on managerially focused outcomes like employee performance and turnover.