The study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws perceptual data from a sample of professional industrial buyers. The researchers provide evidence as to the dimensionality of PSIC and its relationship to other variables characteristic of the buyer‐seller relationship.
Reid, D., Bolman Pullins, E., Plank, R. and Buehrer, R. (2004), "Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions", Journal of Business & Industrial Marketing, Vol. 19 No. 4, pp. 236-249. https://doi.org/10.1108/08858620410540973Download as .RIS
Emerald Group Publishing Limited
Copyright © 2004, Emerald Group Publishing Limited