Conflict Management Strategies And Manifest Conflict: Do They Matter In Buyer/Seller Relationships?

Abstract

This study addresses the gap in research concerning conflict and conflict management in buyer/seller relationships. Two types of manifest conflict, functional and dysfunctional, were tested to determine the distinct effect of each on the buyer/seller relationship and to determine if the two types of conflict are determined in some way by the choice of one of five management strategies available to the seller.