메뉴 건너뛰기




Volumn 39, Issue 1, 2011, Pages 25-50

Functional and dysfunctional conflicts in retailer-supplier relationships

Author keywords

Conflict; France; Retailers; Supplier relations

Indexed keywords


EID: 78751622188     PISSN: 09590552     EISSN: None     Source Type: Journal    
DOI: 10.1108/09590551111104468     Document Type: Article
Times cited : (30)

References (90)
  • 2
    • 0030306784 scopus 로고    scopus 로고
    • Distinguishing the effects of functional and dysfunctional conflict on strategic decision making: Resolving a paradox for top management teams
    • Amason, A.C. (1996), "Distinguishing the effects of functional and dysfunctional conflict on strategic decision making: resolving a paradox for top management teams" in Academy of Management Journal, Vol. 39, No. 1, pp. 123-48.
    • (1996) Academy of Management Journal , vol.39 , Issue.1 , pp. 123-148
    • Amason, A.C.1
  • 3
    • 41649112685 scopus 로고
    • Structural equation modelling in practice: A review and recommended two-step approach
    • Anderson, J.C. and Gerbing, D.W. (1988), "Structural equation modelling in practice: a review and recommended two-step approach" in Psychological Bulletin, Vol. 103, pp. 411-23.
    • (1988) Psychological Bulletin , vol.103 , pp. 411-423
    • Anderson, J.C.1    Gerbing, D.W.2
  • 4
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • Anderson, J.C. and Narus, J. (1990), "A model of distributor firm and manufacturer firm working partnerships" in Journal of Marketing, Vol. 54, January, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , Issue.January , pp. 42-58
    • Anderson, J.C.1    Narus, J.2
  • 5
    • 61449210975 scopus 로고
    • Marketing as exchange
    • Bagozzi, R.P. (1975), "Marketing as exchange" in Journal of Marketing, Vol. 39, No. 4, pp. 32-9.
    • (1975) Journal of Marketing , vol.39 , Issue.4 , pp. 32-39
    • Bagozzi, R.P.1
  • 7
    • 0025397298 scopus 로고
    • Comparative fit indexes in structural models
    • Bentler, P.M. (1990), "Comparative fit indexes in structural models" in Psychological Bulletin, Vol. 107, pp. 238-46.
    • (1990) Psychological Bulletin , vol.107 , pp. 238-246
    • Bentler, P.M.1
  • 8
    • 4243159210 scopus 로고
    • Significance tests and goodness of fit in the analysis of covariance structures
    • Bentler, P.M. and Bonnett, D.G. (1980), "Significance tests and goodness of fit in the analysis of covariance structures" in Psychological Bulletin, Vol. 88, pp. 588-606.
    • (1980) Psychological Bulletin , vol.88 , pp. 588-606
    • Bentler, P.M.1    Bonnett, D.G.2
  • 11
    • 67649519038 scopus 로고    scopus 로고
    • Salespersons' management of conflict in buyer-seller relationships
    • Bradford, K. and Weitz, B. (2009), "Salespersons' management of conflict in buyer-seller relationships" in Journal of Personal Selling & Sales Management, Vol. 29, Winter, pp. 25-42.
    • (2009) Journal of Personal Selling & Sales Management , vol.29 , Issue.Winter , pp. 25-42
    • Bradford, K.1    Weitz, B.2
  • 12
    • 7044220832 scopus 로고    scopus 로고
    • Managing conflict to improve the effectiveness of retail networks
    • Bradford, K., Stringfellow, A. and Weitz, B. (2004), "Managing conflict to improve the effectiveness of retail networks" in Journal of Retailing, Vol. 80, No. 3, pp. 181-95.
    • (2004) Journal of Retailing , vol.80 , Issue.3 , pp. 181-195
    • Bradford, K.1    Stringfellow, A.2    Weitz, B.3
  • 13
    • 84965932242 scopus 로고
    • Back translation for cross-cultural research
    • Brislin, R.W. (1970), "Back translation for cross-cultural research" in Journal of Cross-cultural Psychology, Vol. 1, pp. 185-216.
    • (1970) Journal of Cross-Cultural Psychology , vol.1 , pp. 185-216
    • Brislin, R.W.1
  • 15
    • 84965455705 scopus 로고
    • Alternative ways of assessing model fit
    • Browne, M.W. and Cudeck, R. (1992), "Alternative ways of assessing model fit" in Sociological Methods & Research, Vol. 21, pp. 230-58.
    • (1992) Sociological Methods & Research , vol.21 , pp. 230-258
    • Browne, M.W.1    Cudeck, R.2
  • 17
    • 78751606439 scopus 로고
    • Conflict behavior: An inductive examination of deductive measures
    • Albuquerque, NM
    • Bullis, C. (1983), "Conflict behavior: an inductive examination of deductive measures", Western Speech Communication Association Convention, Albuquerque, NM.
    • (1983) Western Speech Communication Association Convention
    • Bullis, C.1
  • 18
    • 0003095695 scopus 로고    scopus 로고
    • The partial least squares approach for structural equation modeling
    • Lawrence Erlbaum Associates, Mahwah, NJ
    • Chin, W.W. (1998), "The partial least squares approach for structural equation modeling" in Modern Methods for Business Research, Lawrence Erlbaum Associates, Mahwah, NJ, pp. 295-336.
    • (1998) Modern Methods for Business Research , pp. 295-336
    • Chin, W.W.1
  • 19
    • 33751079844 scopus 로고    scopus 로고
    • Retailer-buyer supplier relationships: The Japanese difference
    • Chung, J.E., Sternquist, B. and Chen, Z. (2006), "Retailer-buyer supplier relationships: the Japanese difference" in Journal of Retailing, Vol. 82, No. 4, pp. 349-55.
    • (2006) Journal of Retailing , vol.82 , Issue.4 , pp. 349-355
    • Chung, J.E.1    Sternquist, B.2    Chen, Z.3
  • 20
    • 22544469109 scopus 로고    scopus 로고
    • Determinants of multiple channel choice in financial services: An environmental uncertainty model
    • Coelho, F. and Easingwood, C.J. (2005), "Determinants of multiple channel choice in financial services: an environmental uncertainty model" in Journal of Services Marketing, Vol. 19, No. 4, pp. 199-211.
    • (2005) Journal of Services Marketing , vol.19 , Issue.4 , pp. 199-211
    • Coelho, F.1    Easingwood, C.J.2
  • 21
    • 84993811171 scopus 로고    scopus 로고
    • War and peace: Possible approaches to reducing intergroup conflict
    • Cohen, T.R. and Insko, C.A. (2008), "War and peace: possible approaches to reducing intergroup conflict" in Perspectives on Psychological Science, Vol. 3, pp. 87-93.
    • (2008) Perspectives on Psychological Science , vol.3 , pp. 87-93
    • Cohen, T.R.1    Insko, C.A.2
  • 22
    • 58149366488 scopus 로고
    • Statistical tests for moderator variables: Flaws in analyses recently proposed
    • Cronbach, L.J. (1987), "Statistical tests for moderator variables: flaws in analyses recently proposed" in Psychological Bulletin, Vol. 102, pp. 414-17.
    • (1987) Psychological Bulletin , vol.102 , pp. 414-417
    • Cronbach, L.J.1
  • 23
    • 0003056894 scopus 로고
    • Relationship quality in services selling: An interpersonal influence perspective
    • Crosby, L.A., Evans, K.R. and Cowles, D. (1990), "Relationship quality in services selling: an interpersonal influence perspective" in Journal of Marketing, Vol. 54, July, pp. 68-81.
    • (1990) Journal of Marketing , vol.54 , Issue.July , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 24
    • 0001908468 scopus 로고
    • Conflict resolution processes in contractual channels of distribution
    • Dant, R.P. and Schul, P.L. (1992), "Conflict resolution processes in contractual channels of distribution" in Journal of Marketing, Vol. 56, January, pp. 38-54.
    • (1992) Journal of Marketing , vol.56 , Issue.January , pp. 38-54
    • Dant, R.P.1    Schul, P.L.2
  • 25
    • 84964112389 scopus 로고
    • A theory of cooperation and competition
    • Deutsch, M. (1949), "A theory of cooperation and competition" in Human Relations, Vol. 2, pp. 129-52.
    • (1949) Human Relations , vol.2 , pp. 129-152
    • Deutsch, M.1
  • 28
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • Dwyer, R.F., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships" in Journal of Marketing, Vol. 51, No. 2, pp. 11-27.
    • (1987) Journal of Marketing , vol.51 , Issue.2 , pp. 11-27
    • Dwyer, R.F.1    Schurr, P.H.2    Oh, S.3
  • 29
    • 0037488910 scopus 로고
    • Determinants of power-dependence in the distribution channel
    • 94
    • El-Ansary, A. (1975), "Determinants of power-dependence in the distribution channel" in Journal of Retailing, Vol. 51, No. 2, pp. 59-74, 94.
    • (1975) Journal of Retailing , vol.51 , Issue.2 , pp. 59-74
    • El-Ansary, A.1
  • 30
    • 49049151264 scopus 로고
    • Exchange variables as predictors of job satisfaction, job commitment, and turnover: The impact of rewards, costs, alternatives, and investment
    • Farrell, D. and Rusbult, C. (1981), "Exchange variables as predictors of job satisfaction, job commitment, and turnover: the impact of rewards, costs, alternatives, and investment" in Organizational Behavior and Human Performance, Vol. 28, pp. 78-95.
    • (1981) Organizational Behavior and Human Performance , vol.28 , pp. 78-95
    • Farrell, D.1    Rusbult, C.2
  • 31
    • 0000009769 scopus 로고
    • Evaluating structural equation models with unobservable variables and measurement error
    • Fornell, C. and Larcker, D.F. (1981), "Evaluating structural equation models with unobservable variables and measurement error" in Journal of Marketing Research, Vol. 18, February, pp. 39-50.
    • (1981) Journal of Marketing Research , vol.18 , Issue.February , pp. 39-50
    • Fornell, C.1    Larcker, D.F.2
  • 32
    • 22644450074 scopus 로고    scopus 로고
    • Organizing and managing channels of distribution
    • Frazier, G.L. (1999), "Organizing and managing channels of distribution" in Journal of the Academy of Marketing Science, Vol. 27, No. 2, pp. 226-40.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 226-240
    • Frazier, G.L.1
  • 33
    • 21144482533 scopus 로고
    • Negotiation strategies and the nature of channel relationship
    • Ganesan, S. (1993), "Negotiation strategies and the nature of channel relationship" in Journal of Marketing Research, Vol. 30, May, pp. 183-203.
    • (1993) Journal of Marketing Research , vol.30 , Issue.May , pp. 183-203
    • Ganesan, S.1
  • 34
    • 0001998802 scopus 로고
    • The theory of power and conflict in channels of distribution
    • Gaski, J.F. (1984), "The theory of power and conflict in channels of distribution" in Journal of Marketing, Vol. 48, Summer, pp. 9-29.
    • (1984) Journal of Marketing , vol.48 , Issue.Summer , pp. 9-29
    • Gaski, J.F.1
  • 35
    • 0000789331 scopus 로고
    • An updated paradigm for scale development incorporating unidimensionality and its assessment
    • Gerbing, D.W. and Anderson, J.C. (1988), "An updated paradigm for scale development incorporating unidimensionality and its assessment" in Journal of Marketing Research, Vol. 25, No. 2, pp. 186-92.
    • (1988) Journal of Marketing Research , vol.25 , Issue.2 , pp. 186-192
    • Gerbing, D.W.1    Anderson, J.C.2
  • 37
    • 58849146206 scopus 로고    scopus 로고
    • Does morality explain opportunism in marketing channel negotiations?: The moderating role of trust
    • Grzeskowiak, S. and Al-Khatib, J.A. (2009), "Does morality explain opportunism in marketing channel negotiations?: the moderating role of trust" in International Journal of Retail & Distribution Management, Vol. 37, No. 2, pp. 142-60.
    • (2009) International Journal of Retail & Distribution Management , vol.37 , Issue.2 , pp. 142-160
    • Grzeskowiak, S.1    Al-Khatib, J.A.2
  • 38
    • 10344228702 scopus 로고
    • An analysis of conflict in decision making groups
    • Guetzkow, H. and Gyr, J. (1954), "An analysis of conflict in decision making groups" in Human Relations, Vol. 7, pp. 367-81.
    • (1954) Human Relations , vol.7 , pp. 367-381
    • Guetzkow, H.1    Gyr, J.2
  • 39
    • 33746472135 scopus 로고    scopus 로고
    • The benefits of a long-distance relationship
    • August
    • Hagel, J. and Brown, J.S. (2005), "The benefits of a long-distance relationship", Financial Times, August.
    • (2005) Financial Times
    • Hagel, J.1    Brown, J.S.2
  • 41
    • 41649122058 scopus 로고    scopus 로고
    • Intra-functional conflict: An investigation of antecedent factors in marketing functions
    • Harris, L.C., Ogbonna, E. and Goode, M. (2008), "Intra-functional conflict: an investigation of antecedent factors in marketing functions" in European Journal of Marketing, Vol. 42, Nos 3/4, pp. 453-76.
    • (2008) European Journal of Marketing , vol.42 , Issue.3-4 , pp. 453-476
    • Harris, L.C.1    Ogbonna, E.2    Goode, M.3
  • 43
    • 0009826316 scopus 로고
    • A multi-method examination of the benefits and detriments of intra-group conflict
    • Jehn, K.A. (1995), "A multi-method examination of the benefits and detriments of intra-group conflict" in Administrative Science Quarterly, Vol. 42, No. 2, pp. 256-82.
    • (1995) Administrative Science Quarterly , vol.42 , Issue.2 , pp. 256-282
    • Jehn, K.A.1
  • 44
    • 0035591709 scopus 로고    scopus 로고
    • The dynamic nature of conflict: A longitudinal study of intragroup conflict and group performance
    • Jehn, K.A. and Mannix, E.A. (2001), "The dynamic nature of conflict: a longitudinal study of intragroup conflict and group performance" in Academy of Management Journal, Vol. 44, No. 2, pp. 238-51.
    • (2001) Academy of Management Journal , vol.44 , Issue.2 , pp. 238-251
    • Jehn, K.A.1    Mannix, E.A.2
  • 45
    • 0002178137 scopus 로고
    • Do norms matter in marketing relationships?
    • John, G. and Heide, J.B. (1992), "Do norms matter in marketing relationships?" in Journal of Marketing, Vol. 56, April, pp. 32-44.
    • (1992) Journal of Marketing , vol.56 , Issue.April , pp. 32-44
    • John, G.1    Heide, J.B.2
  • 46
    • 84973222171 scopus 로고
    • Relational exchange norms, perceptions of unfairness and retained hostility in commercial litigation
    • Kaufman, P.J. and Stern, L.W. (1988), "Relational exchange norms, perceptions of unfairness and retained hostility in commercial litigation" in Journal of Conflict Resolution, Vol. 32, No. 3, pp. 534-52.
    • (1988) Journal of Conflict Resolution , vol.32 , Issue.3 , pp. 534-552
    • Kaufman, P.J.1    Stern, L.W.2
  • 48
    • 34447639766 scopus 로고    scopus 로고
    • Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes
    • Koza, K.L. and Dant, R.P. (2007), "Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes" in Journal of Retailing, Vol. 83, August, pp. 279-96.
    • (2007) Journal of Retailing , vol.83 , Issue.August , pp. 279-296
    • Koza, K.L.1    Dant, R.P.2
  • 49
    • 85107907642 scopus 로고
    • The effects of supplier fairness on vulnerable resellers
    • Kumar, N., Scheer, L.K. and Steenkamp, J.E.M. (1995), "The effects of supplier fairness on vulnerable resellers" in Journal of Marketing Research, Vol. 32, February, pp. 54-65.
    • (1995) Journal of Marketing Research , vol.32 , Issue.February , pp. 54-65
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, J.E.M.3
  • 50
    • 3142717451 scopus 로고
    • Goodness of fit indexes in confirmatory factor analysis: The effect of sample size
    • Marsh, H.W., Balla, J.R. and McDonald, R.P. (1988), "Goodness of fit indexes in confirmatory factor analysis: the effect of sample size" in Psychological Bulletin, Vol. 103, pp. 391-410.
    • (1988) Psychological Bulletin , vol.103 , pp. 391-410
    • Marsh, H.W.1    Balla, J.R.2    McDonald, R.P.3
  • 51
    • 34548524643 scopus 로고    scopus 로고
    • Personal characteristics, trust, conflict, and effectiveness in marketing/sales working relationships
    • Massey, G.R. and Dawes, P.L. (2007), "Personal characteristics, trust, conflict, and effectiveness in marketing/sales working relationships" in European Journal of Marketing, Vol. 41, Nos 9/10, pp. 1117-45.
    • (2007) European Journal of Marketing , vol.41 , Issue.9-10 , pp. 1117-1145
    • Massey, G.R.1    Dawes, P.L.2
  • 52
    • 0030509687 scopus 로고    scopus 로고
    • The quality and effectiveness of marketing strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships
    • Menon, A., Bharadwaj, S.G. and Howell, R. (1996), "The quality and effectiveness of marketing strategy: effects of functional and dysfunctional conflict in intraorganizational relationships" in Journal of the Academy of Marketing Science, Vol. 24, No. 4, pp. 299-313.
    • (1996) Journal of the Academy of Marketing Science , vol.24 , Issue.4 , pp. 299-313
    • Menon, A.1    Bharadwaj, S.G.2    Howell, R.3
  • 53
    • 0001154055 scopus 로고
    • Relationships between providers and users of market research: The dynamics of trust within and between organisations
    • Moorman, C., Zaltman, G. and Deshpande, R. (1992), "Relationships between providers and users of market research: the dynamics of trust within and between organisations" in Journal of Marketing Research, Vol. 24, August, pp. 314-28.
    • (1992) Journal of Marketing Research , vol.24 , Issue.August , pp. 314-328
    • Moorman, C.1    Zaltman, G.2    Deshpande, R.3
  • 54
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing" in Journal of Marketing, Vol. 58, No. 3, pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 55
    • 33646196332 scopus 로고    scopus 로고
    • Partner symmetries, partner conflict and the quality of joint venture marketing strategy: An empirical investigation
    • Morris, B. and Cadogan, J. (2001), "Partner symmetries, partner conflict and the quality of joint venture marketing strategy: an empirical investigation" in Journal of Marketing Management, Vol. 17, Nos 1/2, pp. 223-56.
    • (2001) Journal of Marketing Management , vol.17 , Issue.1-2 , pp. 223-256
    • Morris, B.1    Cadogan, J.2
  • 59
    • 34147172699 scopus 로고    scopus 로고
    • The impacts of affective and cognitive social conflict in business-to-business buyer-seller relationships: A comparison of new versus ongoing buyer-seller relationships
    • Plank, R.E., Newell, S. and Reid, D.A. (2006), "The impacts of affective and cognitive social conflict in business-to-business buyer-seller relationships: a comparison of new versus ongoing buyer-seller relationships" in Journal of Business-to-Business Marketing, Vol. 14, No. 2, pp. 41-74.
    • (2006) Journal of Business-to-Business Marketing , vol.14 , Issue.2 , pp. 41-74
    • Plank, R.E.1    Newell, S.2    Reid, D.A.3
  • 60
    • 0001301740 scopus 로고
    • Organizational conflict: Concepts and models
    • Pondy, L.R. (1967), "Organizational conflict: concepts and models" in Administrative Science Quarterly, Vol. 12, No. 2, pp. 296-320.
    • (1967) Administrative Science Quarterly , vol.12 , Issue.2 , pp. 296-320
    • Pondy, L.R.1
  • 61
    • 0000373192 scopus 로고
    • Organizational commitment, job satisfaction, and turnover among psychiatric technicians
    • Porter, L.W., Richard, M.S., Richard, T.M. and Paul, V.B. (1974), "Organizational commitment, job satisfaction, and turnover among psychiatric technicians" in Journal of Applied Psychology, Vol. 59, pp. 603-9.
    • (1974) Journal of Applied Psychology , vol.59 , pp. 603-609
    • Porter, L.W.1    Richard, M.S.2    Richard, T.M.3    Paul, V.B.4
  • 63
    • 84965432268 scopus 로고
    • Strategic choice in negotiation
    • Pruitt, D.G. (1983), "Strategic choice in negotiation" in American Behavioral Scientist, Vol. 27, pp. 167-94.
    • (1983) American Behavioral Scientist , vol.27 , pp. 167-194
    • Pruitt, D.G.1
  • 67
    • 0000115796 scopus 로고
    • Interorganizational relations in marketing channels
    • Reve, T. and Stern, L. (1979), "Interorganizational relations in marketing channels" in Academy of Management Review, Vol. 4, No. 3, pp. 405-16.
    • (1979) Academy of Management Review , vol.4 , Issue.3 , pp. 405-416
    • Reve, T.1    Stern, L.2
  • 68
    • 0002713984 scopus 로고
    • Toward the analysis of conflict in distribution channels: A descriptive model
    • Rosenberg, L.J. and Stern, L.W. (1970), "Toward the analysis of conflict in distribution channels: a descriptive model" in Journal of Marketing, Vol. 34, No. 4, pp. 40-6.
    • (1970) Journal of Marketing , vol.34 , Issue.4 , pp. 40-46
    • Rosenberg, L.J.1    Stern, L.W.2
  • 69
    • 0001930941 scopus 로고
    • Conflict and channel efficiency: Some conceptual models for the decision maker
    • Rosenbloom, B. (1973), "Conflict and channel efficiency: some conceptual models for the decision maker" in Journal of Marketing, Vol. 37, No. 3, pp. 26-30.
    • (1973) Journal of Marketing , vol.37 , Issue.3 , pp. 26-30
    • Rosenbloom, B.1
  • 70
    • 19744379412 scopus 로고
    • A laboratory study of five conflict-handling modes
    • Bomers, G.B.J., Peterson, R.B. (Eds.), Kluwer-Nijhoff, Boston, MA
    • Ruble, T.L. and Cosier, R.A. (1982), "A laboratory study of five conflict-handling modes" in Bomers, G.B.J. and Peterson, R.B. (Eds.), Conflict Management and Industrial Relations, Kluwer-Nijhoff, Boston, MA, pp. 158-71.
    • (1982) Conflict Management and Industrial Relations , pp. 158-171
    • Ruble, T.L.1    Cosier, R.A.2
  • 72
    • 0001107430 scopus 로고
    • Marketing's interaction with other functional units: A conceptual framework and empirical evidence
    • Ruekert, R.W. and Walker, O.C. (1987), "Marketing's interaction with other functional units: a conceptual framework and empirical evidence" in Journal of Marketing, Vol. 51, January, pp. 1-19.
    • (1987) Journal of Marketing , vol.51 , Issue.January , pp. 1-19
    • Ruekert, R.W.1    Walker, O.C.2
  • 74
    • 0034388640 scopus 로고    scopus 로고
    • Antecedents and consequences of marketing managers' conflict handling behaviors
    • Song, X.M., Xie, J. and Dyer, B. (2000), "Antecedents and consequences of marketing managers' conflict handling behaviors" in Journal of Marketing, Vol. 64, January, pp. 50-66.
    • (2000) Journal of Marketing , vol.64 , Issue.January , pp. 50-66
    • Song, X.M.1    Xie, J.2    Dyer, B.3
  • 76
    • 0002938279 scopus 로고
    • Conflict and conflict management
    • Dunnette, M.D. (Ed.), Rand McNally, Chicago, IL
    • Thomas, K.W. (1976), "Conflict and conflict management" in Dunnette, M.D. (Ed.), Handbook of Industrial and Organizational Psychology, Rand McNally, Chicago, IL, pp. 889-935.
    • (1976) Handbook of Industrial and Organizational Psychology , pp. 889-935
    • Thomas, K.W.1
  • 77
    • 0000845565 scopus 로고
    • Conflict and negotiation process in organizations
    • Dunette, M.D., Hough, L.M. (Eds.), Consulting Psychologists Press, Palo Alto, CA
    • Thomas, K.W. (1992), "Conflict and negotiation process in organizations" Dunette, M.D. and Hough, L.M. (Eds.), Handbook of Industrial and Organizational Psychology, Consulting Psychologists Press, Palo Alto, CA.
    • (1992) Handbook of Industrial and Organizational Psychology
    • Thomas, K.W.1
  • 79
    • 33747161014 scopus 로고    scopus 로고
    • Conflict management strategies and manifest conflict: Do they matter in buyer/seller relationships?
    • Toms, L.C. (2006), "Conflict management strategies and manifest conflict: do they matter in buyer/seller relationships?", Journal of Applied Business Research, Vol. 22, No. 3.
    • (2006) Journal of Applied Business Research , vol.22 , Issue.3
    • Toms, L.C.1
  • 80
    • 0012562452 scopus 로고    scopus 로고
    • Managing channels of distribution in the age of electronic commerce
    • Webb, K.L. (2002), "Managing channels of distribution in the age of electronic commerce" in Industrial Marketing Management, Vol. 31, No. 2, pp. 95-102.
    • (2002) Industrial Marketing Management , vol.31 , Issue.2 , pp. 95-102
    • Webb, K.L.1
  • 81
    • 84965736505 scopus 로고
    • Job satisfaction and organizational commitment as predictors of organizational citizenship behaviors and in-role behaviors
    • Williams, L.J. and Anderson, E.A. (1991), "Job satisfaction and organizational commitment as predictors of organizational citizenship behaviors and in-role behaviors" in Journal of Management, Vol. 17, No. 3, pp. 601-7.
    • (1991) Journal of Management , vol.17 , Issue.3 , pp. 601-607
    • Williams, L.J.1    Anderson, E.A.2
  • 82
    • 0000357545 scopus 로고
    • Estimating nonresponse bias in mail surveys
    • Armstrong, J.S. and Overton, T.S. (1977), "Estimating nonresponse bias in mail surveys" in Journal of Marketing Research, Vol. 16, August, pp. 396-406.
    • (1977) Journal of Marketing Research , vol.16 , Issue.August , pp. 396-406
    • Armstrong, J.S.1    Overton, T.S.2
  • 83
    • 38349190767 scopus 로고    scopus 로고
    • Mapping out the field of gender and buyer-seller relationships: Developing a new perspective
    • Beetles, A. and Crane, A. (2005), "Mapping out the field of gender and buyer-seller relationships: developing a new perspective" in Journal of Marketing Management, Vol. 21, Nos 1/2, pp. 231-50.
    • (2005) Journal of Marketing Management , vol.21 , Issue.1-2 , pp. 231-250
    • Beetles, A.1    Crane, A.2
  • 85
    • 33845945922 scopus 로고
    • Coefficient alpha and the internal structure of tests
    • Cronbach, L.J. (1951), "Coefficient alpha and the internal structure of tests" in Psychometrika, Vol. 16, pp. 297-334.
    • (1951) Psychometrika , vol.16 , pp. 297-334
    • Cronbach, L.J.1
  • 86
    • 18844440836 scopus 로고
    • Statistical analysis of set congenric tests
    • Jöreskog, K.G. (1971), "Statistical analysis of set congenric tests" in Psychometrika, Vol. 36, pp. 109-33.
    • (1971) Psychometrika , vol.36 , pp. 109-133
    • Jöreskog, K.G.1
  • 88
    • 0038472358 scopus 로고    scopus 로고
    • Toward a theory of managing organizational conflict
    • Rahim, M.A. (2002), "Toward a theory of managing organizational conflict" in The International Journal of Conflict Management, Vol. 13, No. 3, pp. 206-35.
    • (2002) The International Journal of Conflict Management , vol.13 , Issue.3 , pp. 206-235
    • Rahim, M.A.1
  • 89
    • 0000458834 scopus 로고
    • Managing organizational conflict: A model for diagnosis and intervention
    • Rahim, M.A. and Bonoma, T.V. (1979), "Managing organizational conflict: a model for diagnosis and intervention" in Psychological Reports, Vol. 44, pp. 1323-44.
    • (1979) Psychological Reports , vol.44 , pp. 1323-1344
    • Rahim, M.A.1    Bonoma, T.V.2
  • 90
    • 0037399298 scopus 로고    scopus 로고
    • Buyer-seller relationships and selling effectiveness: The moderating influence of buyer expertise and product competitive position
    • Wagner, J.A., Klein, N.M. and Keith, J.E. (2003), "Buyer-seller relationships and selling effectiveness: the moderating influence of buyer expertise and product competitive position" in Journal of Business Research, Vol. 56, No. 4, pp. 295-302.
    • (2003) Journal of Business Research , vol.56 , Issue.4 , pp. 295-302
    • Wagner, J.A.1    Klein, N.M.2    Keith, J.E.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.