Reid, David A.; Bolman Pullins, Ellen; Plank, Richard E.; … - In: Journal of Business & Industrial Marketing 19 (2004) 4, pp. 236-249
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...
