Evaluation of Rahim's Organizational Conflict Inventory-II as a measure of conflict-handling styles in a sample of Indian salespersons.

Abstract

A mail survey of 108 salespersons was conducted to examine their conflict-handling styles with customers. The Rahim Organizational Conflict Inventory-II was used to measure the conflict-handling styles of respondents. An exploratory and a confirmatory factor analysis were performed on the items. Analysis indicated this is a reliable and valid measure of salespersons' conflict-handling styles. Thus, sales researchers can use this measure to examine the conflict-handling styles of salespersons.