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- Title
On salesperson judgment and decision making.
- Authors
Lam, Son K.; van der Borgh, Michel
- Abstract
Prior research on salesperson judgment and decision making (JDM) has been fragmented. After identifying how salespeople uniquely differ from other decision makers and unpacking how various personal selling issues can benefit from research in the JDM domain, the authors provide a framework to guide future research on salesperson JDM. The framework includes a research idea generation template to facilitate the identification of theoretically and substantively important research questions about salesperson JDM.
- Subjects
SALES personnel; DECISION making; JUDGMENT (Psychology); SELLING; EMOTIONS -- Social aspects
- Publication
Journal of the Academy of Marketing Science, 2021, Vol 49, Issue 5, p855
- ISSN
0092-0703
- Publication type
Article
- DOI
10.1007/s11747-021-00775-1