The Influence of 'interpersonal attractors' on group performance in a complex marketing decision-making context

David M. Gray

The Influence of 'interpersonal attractors' on group performance in a complex marketing decision-making context

David M. Gray

Department of Management

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding contribution

Abstract

The objective of this review is to better understand the role of ‘interpersonal attractors’ as a basis for improving the prediction of group behaviour in complex marketing decision-making tasks. To aid this process a model of group performance is developed which argues that the constructs of ‘emotional intelligence’ and ‘interpersonal relational competence’ can be represented as ‘interpersonal attractors’ and have a direct impact on the performance of marketing teams engaged in complex decision-making. This review aims to provide a framework for both researchers and practitioners, in order to form and develop more successful teams in a complex marketing decision making environment and to enable the possibility of comparison between the behaviour of the subjects who are successful at interpersonal attraction with those who are not so successful.

Original language	English
Title of host publication	ANZMAC 2007
Subtitle of host publication	proceedings : 3Rs - reputation, responsibility and relevance
Editors	Maree Thyne, Kenneth R. Deans, Juergen Gnoth
Place of Publication	Dunedin, N.Z.
Publisher	University of Otago
Pages	216-224
Number of pages	9
ISBN (Print)	9781877156299
Publication status	Published - 2007
Event	Australian and New Zealand Marketing Academy Conference (2007) - Dunedin, New Zealand Duration: 3 Dec 2007 → 5 Dec 2007

Conference

Conference	Australian and New Zealand Marketing Academy Conference (2007)
City	Dunedin, New Zealand
Period	3/12/07 → 5/12/07

Keywords

Interpersonal Attractors, Group Performance
interpersonal attractors
group performance

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title = "The Influence of 'interpersonal attractors' on group performance in a complex marketing decision-making context",

abstract = "The objective of this review is to better understand the role of ‘interpersonal attractors’ as a basis for improving the prediction of group behaviour in complex marketing decision-making tasks. To aid this process a model of group performance is developed which argues that the constructs of ‘emotional intelligence’ and ‘interpersonal relational competence’ can be represented as ‘interpersonal attractors’ and have a direct impact on the performance of marketing teams engaged in complex decision-making. This review aims to provide a framework for both researchers and practitioners, in order to form and develop more successful teams in a complex marketing decision making environment and to enable the possibility of comparison between the behaviour of the subjects who are successful at interpersonal attraction with those who are not so successful.",

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year = "2007",

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Gray, DM 2007, The Influence of 'interpersonal attractors' on group performance in a complex marketing decision-making context. in M Thyne, KR Deans & J Gnoth (eds), ANZMAC 2007: proceedings : 3Rs - reputation, responsibility and relevance. University of Otago, Dunedin, N.Z., pp. 216-224, Australian and New Zealand Marketing Academy Conference (2007), Dunedin, New Zealand, 3/12/07.

The Influence of 'interpersonal attractors' on group performance in a complex marketing decision-making context. / Gray, David M.

ANZMAC 2007: proceedings : 3Rs - reputation, responsibility and relevance. ed. / Maree Thyne; Kenneth R. Deans; Juergen Gnoth. Dunedin, N.Z. : University of Otago, 2007. p. 216-224.

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding contribution

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