Author： Reid David A. Pullins Ellen Bolman Plank Richard E. Buehrer Richard E.
Publisher： Emerald Group Publishing Ltd
ISSN： 0885-8624
Source： The Journal of Business and Industrial Marketing, Vol.19, Iss.4, 2004-06, pp. : 236-249
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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.
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