While working for a large advertising agency, I became aware of the different management styles practiced by our account directors. Most account directors practiced an autocratic type of management style and only one practiced a consultive type. The account director practicing the consultive style of management however was far more successful. Whether or not the reason for her success was the management style she practiced, her team members of account executives and account managers were very pleased and that in itself was a success. This is what led me to further research how sales managers respond to Vroom’s consultive and group-based decision-making process in a high conflict situation.