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Empirical study reveals traditional group models predict satisfaction but not sales performance in communications teams, indicating a need to account for boundary management.
Deborah L. Gladstein This study tests a comprehensive model of group effectiveness with 100 sales teams in the communications industry. Results indicate that traditional theories of group effectiveness match the implicit theories of team members. These theories account for 90 percent of the variance in team satisfaction and self-reported effectiveness but none of the variance in the teams' sales performance. The findings suggest that theories of group effectiveness need to be revised to include the way in which teams manage interactions across their boundary and the impact of the organizational context.
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Deborah L. Gladstein (1984) studied this question.
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