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...

Purpose – The Millennial generation (born after 1981) of salespeople is projected to become the apparent heir to replace top‐end Baby Boomers expected to retire at an alarming rate over the next five years. This problem poses a significant challenge in that buyer‐seller relationships will...