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Decision-Specific Conflict in Organizational Buyer Behavior
Michael J. Ryan and Morris B. Holbrook
Journal of Marketing
Vol. 46, No. 3 (Summer, 1982), pp. 62-68
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/1251703
Page Count: 7
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In a departure from the traditional examination of stress as a function of organizational and individual variables, conflict was hypothesized to vary across a number of decisions involving various aspects of the total consumption system. The approach has implications for planning systems-selling strategy via the use of conflict to segment consumption decisions. Using 17 purchasing decisions faced by industrial automobile fleet administrators, nomological validity was supported by an inverted U-shaped relationship between conflict and responsibility weighted by time.
Journal of Marketing © 1982 American Marketing Association