This article reports the results of a field study of buying
center conflict and conflict resolution processes - factors
often seen as key ingredients in modeling the organizational
buying process. The problem-solving and persuasion modes
were found to be more often used than the potentially de
structive power and politics modes. As expected, increasing
levels of conflict were found to be associated with confron
tation-oriented modes of resolution. Differences in resolution
mode across stages of the purchase process were not
significant.
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