Conflict resolution in organizational buying centers |
| |
Authors: | David R Lambert Paul D Boughton Guy R Banville |
| |
Institution: | (1) Suffolk University, Boston, MA, USA;(2) St. Louis University, St. Louis, MO, USA;(3) Creighton University, Omaha, NE, USA |
| |
Abstract: | This article reports the results of a field study of buying center conflict and conflict resolution processes—factors often
seen as key ingredients in modeling the organizational buying process. The problem-solving and persuasion modes were found
to be more often used than the potentially destructive power and politics modes. As expected, increasing levels of conflict
were found to be associated with confrontation-oriented modes of resolution. Differences in resolution mode across stages
of the purchase process were not significant. |
| |
Keywords: | |
本文献已被 SpringerLink 等数据库收录! |
|