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Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions

David A. Reid (Edward H. Schmidt Professor of Sales and Business Marketing at the College of Business Administration, The University of Toledo, Toledo, Ohio, USA)
Ellen Bolman Pullins (Associate Professor in the Schmidt School of Professional Sales, at the College of Business Administration, The University of Toledo, Toledo, Ohio, USA)
Richard E. Plank (Professor of Marketing in the Haworth College of Business, Western Michigan University, Kalamazoo, Michigan, USA)
Richard E. Buehrer (Professor in the Schmidt School of Professional Sales, College of Business Administration, The University of Toledo, Toledo, Ohio, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 June 2004

Abstract

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.

Keywords

Citation

Reid, D.A., Bolman Pullins, E., Plank, R.E. and Buehrer, R.E. (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/10.1108/08858620410540973

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited