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

David M. Gray

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


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 languageEnglish
Title of host publicationANZMAC 2007
Subtitle of host publicationproceedings : 3Rs - reputation, responsibility and relevance
EditorsMaree Thyne, Kenneth R. Deans, Juergen Gnoth
Place of PublicationDunedin, N.Z.
PublisherUniversity of Otago
Number of pages9
ISBN (Print)9781877156299
Publication statusPublished - 2007
EventAustralian and New Zealand Marketing Academy Conference (2007) - Dunedin, New Zealand
Duration: 3 Dec 20075 Dec 2007


ConferenceAustralian and New Zealand Marketing Academy Conference (2007)
CityDunedin, New Zealand


  • Interpersonal Attractors, Group Performance
  • interpersonal attractors
  • group performance

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