Interorganizational Link

The article presents information on employees who act as an interorganizational link between their company and their customers. This role is usually one held by an outside salesman and the author notes that this job done more productively and with greater satisfaction when the salesman has a greater amount of power, authority and a more equal status relationship with clients. The author suggests that a proper balance of these three components makes this individual the most effective which, in turn, increases the organization's effectiveness.