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Journal of the Academy of Marketing Science
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The Influence of Psychological Climate on Conflict Resolution Strategies in Franchise Relationships

David Strutton

University of Southwestern Louisiana

Lou E. Pelton

Augusta College

James R. Lumpkin

University of Southwestern Louisiana

Certain conflict resolution strategies should prove more useful than others in the management of conflict in franchise channels. A deeper understanding of the nature of manageable channel-conflict conditions that may affect franchisees' tendency to initiate specific conflict resolution strategies should also prove useful. To that end, the relationship between franchisees' perceptions of their channel's psychological climate and the franchisees' tendency to engage in specific conflict resolution strategies were investigated. Significant overall differences were observed in the psychological climate perceptions held by franchisees who engaged in problem-solving, persuasion, bargaining, and politicking conflict-resolution strategies.

Journal of the Academy of Marketing Science, Vol. 21, No. 3, 207-215 (1993)
DOI: 10.1177/0092070393213004
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[Abstract] [PDF]