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

Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

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

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Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858620410540973
Publisher site
See Article on Publisher Site

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.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Jun 1, 2004

Keywords: Personal selling; Sales; Conflict; Marketing management; Buyer‐seller relationships

References