Retracted:Conflict management in buyer‐seller relationships

Abstract

The following article from Conflict Resolution Quarterly, “Conflict Management in Buyer‐Seller Relationships,” by Lionel Bobot, published online on April 5, 2010 in Wiley Online Library (wileyonlinelibrary.com), and in Volume 27, No. 3, pp. 291‐319, has been retracted by agreement between the author, the journal Editor‐in‐Chief (Susan S. Raines), and Wiley Periodicals, Inc. The retraction has been agreed upon due to its similarities to the works listed below, which received insufficient attribution in the article.Bradford, K. D., and Weitz, B. A. “Salesperson's Management of Conflict in Buyer‐Seller Relationships,” Journal of Personal Selling & Sales Management, 2009, 29(1), 25‐42.Massey, G. R., and Dawes, P. L. “The Antecedents and Consequence of Functional and Dysfunctional Conflict Between Marketing Managers and Sales Managers.” Industrial Marketing Management, 2007, 36(8), 1118‐1129.

On the relationship between intragroup conflict and social capital in teams: A longitudinal investigation in Taiwan

“…Moderate task conflict provides opportunities for interactions for members to express their opinions and thus resolve task‐related issues (Bobot, ; Yang & Mossholder, ). Social capital develops as a consequence of interaction among members who share ideas (Carmona‐Lavado, Cuevas‐Rodríguez, & Cabello‐Medina, ).…”

“…Members have sufficient cognitive resources to pay attention to the information under moderate task conflict. Thus, task conflict can facilitate the development of optimal solutions (Bobot, ). The quality of outcomes enhances opportunities for further interactions and information exchange.…”

“…Task conflict can help overcome confirmatory biases in the group decision making (De Wit et al, ). Scant task conflict cannot stimulate members' interests and curiosities and thus cannot act as a catalyst for the understanding of tasks (Bobot, ; Chen et al, ; Pelled et al, ). Thus, insufficient task conflict weakens the team's ability to build a shared understanding about the task.…”

Integrating SMS Components into CSCL Scripts

“…Students are presented with a scenario, for example the Buyer-Seller conflict [26] and are requested to propose an approach for dealing with it, according to their individual negotiation style, as declared in phase 2. Students provide statements representing each of the negotiating parties.…”

The Conflict Management Grid: A Selection and Development Tool to Resolve the Conflict between the Marketing and Sales Organizations

“…Conflict is a phenomenon that has existed and continues to hamper most organizations (Le Nguyen and Larimo, 2011;Bobot, 2010;Boros et al,suggests that there is a preference for individuals to use the integrating strategy and the compromising strategy when facing conflicts (Trubisky et al, 1991;Lee, 2003). Gross and Guerrero (2000) proposed that an integrating strategy was a more effective form of conflict management strategy when compared with other CMSs.…”