conflict management wrt to sales and distribution
TRANSCRIPT
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SALES & DISTRIBUTION
CONFLICT MANAGEMENT
Section : MGAstha LaghateMayank GargHimanshu SharrafSaloniRaj Kumar Gupta
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Conflicts Views of Conflict Sources Of Conflict Types of Conflict Levels of Conflict Ways to manage conflicts
Contents
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Conflict• Conflict is an expressed struggle between at least
two interdependent parties who perceive incompatible goals, scarce resources, and interference from other party from achieving their goals.
• A process that begins when one party perceives that another party has negatively affected or about to affect something that he cares about
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Views Of Conflict Traditional View:
The belief that all conflicts are harmful and must be avoided
Human Relations View: The belief that conflicts are normal and inevitable outcome
in any group
Integrationist View: The belief that conflict is not only a positive force in group
but that it is absolutely necessary for a group to perform effectively
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Sources Of Conflict• Conflict may originate from a number of
different sources, including:• Differences in information, beliefs, values,
interest or desires• A scarcity of some resources• Rivalries in which one person or group
competes with another
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Types of Conflict• Latent conflict –Perception about the norm in marketing channels …conditions laid by the organization is unaware • Perceived conflict –Physiological effect or pressure leading to cognitive, emotionless and mental disturbance …channel member senses some sort of conflict exists; e.g.-“all in a days work”.• Felt conflict –When channel members not only perceive the opposition or disagreement but also feel it actually they are felt or affective conflicts.
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• Manifest conflict –Felt conflicts, not managed in time, become manifest conflicts, stop the cooperation and understanding between two organizationsUsually seen as blocking each other’s initiative or withdrawing support.
• Functional Conflict –Disagreement leading to improve the relationship between channel members and organizations, it becomes functional conflict.E.g.- interdependence given to channel members
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Levels Of Conflict
Individual Level
Conflict
Group Level Conflict
Organizational Level Conflict
Intra Individual Conflict
Inter Individual Conflict
Inter Group Conflict
Intra Group Conflict
Inter Organizational Conflict
Intra Organizational Conflict
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Five Ways To Manage Conflict
1 • FORCING
2 • AVOIDING CONFLICT STYLE
3• ACCOMMODATING CONFLICT
STYLE4
• COMPROMISING CONFLICT STYLE
5• COLLABORATING CONFLICT
STYLE
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COMPETITION ADVANTAGES
• The winner is clear• Winner is usually experience gains
DISADVANTAGES• Establishes the battleground for the next conflict• May cause worthy competitors to withdraw or leave
the organization
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COMPROMISING
ADVANTAGES• Shows good will• Establishes friendly relationships
DISADVANTAGES• No one gets what they want• May feel like a dead end
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COLLABORATION
ADVANTAGES• Everyone “WINS”• Creates Good Feelings
DISADVANTAGESHard to achieve since no one
knows how to get that
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Thank You