TY  - JOUR
AB  - 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.
VL  - 19
IS  - 4
SN  - 0885-8624
DO  - 10.1108/08858620410540973
UR  - https://doi.org/10.1108/08858620410540973
AU  - Reid David A.
AU  - Bolman Pullins Ellen
AU  - Plank Richard E.
AU  - Buehrer Richard E.
PY  - 2004
Y1  - 2004/01/01
TI  - Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions
T2  - Journal of Business & Industrial Marketing
PB  - Emerald Group Publishing Limited
SP  - 236
EP  - 249
Y2  - 2024/04/16
ER  -