Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

If You Use a Screen Reader

This content is available through Read Online (Free) program, which relies on page scans. Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.

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
DOI: 10.2307/1251703
Stable URL: http://www.jstor.org/stable/1251703
Page Count: 7
  • Read Online (Free)
  • Download ($24.00)
  • Subscribe ($19.50)
  • Cite this Item
Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Decision-Specific Conflict in Organizational Buyer Behavior
Preview not available

Abstract

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.

Page Thumbnails

  • Thumbnail: Page 
62
    62
  • Thumbnail: Page 
63
    63
  • Thumbnail: Page 
64
    64
  • Thumbnail: Page 
65
    65
  • Thumbnail: Page 
66
    66
  • Thumbnail: Page 
67
    67
  • Thumbnail: Page 
68
    68