Sales personnel in all six organizations indicated a primar… - Paul R. Lawrence

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Sales personnel in all six organizations indicated a primary concern with customer problems, competitive activities, and other events in the marketplace. Manufacturing personnel were all primarily interested in problems of cost reduction, process efficiency, and similar matters.

Paul R. Lawrence

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About Paul R. Lawrence

(April 26, 1922 – November 1, 2011) was an American sociologist, Professor of Organizational Behavior at the Harvard Business School, and consultant. He is known from his 1967 work with Jay W. Lorsch, entitled Organization and environment: Managing differentiation and integration, a pioneering work in the field of contingency theory.

Also Known As

Alternative Names: Paul Roger Lawrence

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Originators like Paul R. Lawrence:

Charles Perrow Rensis Likert Ernest Dale Gareth Morgan James D. Mooney

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Other things being equal, differentiation and integration are essentially antagonistic, and that one can be obtained only at the expense of the other.

By integration we mean the process of achieving unity of effort among the various subsystems in the accomplishment of the organization's tasks.

By differentiation we mean the differences in cognitive and emotional orientation among managers in different units and the differences in formal structure among units.

Sales personnel in all six organizations indicated a primary concern with customer problems, competitive activities, and other events in the marketpl… - Paul R. Lawrence

About Paul R. Lawrence

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