Decision-Specific Conflict in Organizational Buyer Behavior
研究假设冲突在不同消费决策中变化，通过工业车队管理者的17项采购决策验证了冲突与时间加权责任之间的倒U型关系，对系统销售策略有启示。
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.