Journal ArticleDOI
Conflict and Conflict Management.
Lewis A. Coser,Joseph S. Himes +1 more
About:
This article is published in Political Science Quarterly.The article was published on 1981-01-21. It has received 786 citations till now. The article focuses on the topics: Conflict management & Conflict resolution research.read more
Citations
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Developing Buyer-Seller Relationships:
TL;DR: For example, this paper pointed out that most of the research and too many of the marketing strategies treat buyer-seller exchange as a primary concern. But, they also pointed out, "too much research and practice have focused persistently on exchange between buyers and sellers".
Journal ArticleDOI
Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
Jakki J. Mohr,Robert E. Spekman +1 more
TL;DR: It is hypothesized that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship) and the findings offer insight into how to better manage these relationships to ensure success.
Journal ArticleDOI
The Effects of Perceived Interdependence on Dealer Attitudes
TL;DR: In this article, the authors proposed that the degree of asymmetric channel relationships is more dysfunctional than those characterized by symmetric interdependence, and they showed that asymmetric relationships are more stable than symmetric relationships.
Journal ArticleDOI
The SOCO Scale: A measure of the customer orientation of salespeople.
Robert Saxe,Barton A. Weitz +1 more
TL;DR: In this article, the concept of customer orientation in salespeople is defined and a scale is developed to measure the degree to which salespeople engage in customer-oriented selling, and the properties of the scale a...
Journal ArticleDOI
Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust Inventory
TL;DR: The authors developed a content theory of trust conditions and derived scales measuring them with an iterative procedure using a total of 1531 management students, including 180 managers and 173 of their subordinates, 111 machine operators, and four different samples of management students.
References
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Journal ArticleDOI
Developing Buyer-Seller Relationships:
TL;DR: For example, this paper pointed out that most of the research and too many of the marketing strategies treat buyer-seller exchange as a primary concern. But, they also pointed out, "too much research and practice have focused persistently on exchange between buyers and sellers".
Journal ArticleDOI
Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
Jakki J. Mohr,Robert E. Spekman +1 more
TL;DR: It is hypothesized that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship) and the findings offer insight into how to better manage these relationships to ensure success.
Journal ArticleDOI
The Effects of Perceived Interdependence on Dealer Attitudes
TL;DR: In this article, the authors proposed that the degree of asymmetric channel relationships is more dysfunctional than those characterized by symmetric interdependence, and they showed that asymmetric relationships are more stable than symmetric relationships.
Journal ArticleDOI
The SOCO Scale: A measure of the customer orientation of salespeople.
Robert Saxe,Barton A. Weitz +1 more
TL;DR: In this article, the concept of customer orientation in salespeople is defined and a scale is developed to measure the degree to which salespeople engage in customer-oriented selling, and the properties of the scale a...
Journal ArticleDOI
Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust Inventory
TL;DR: The authors developed a content theory of trust conditions and derived scales measuring them with an iterative procedure using a total of 1531 management students, including 180 managers and 173 of their subordinates, 111 machine operators, and four different samples of management students.