On salesperson judgment and decision making.
J Acad Mark Sci
; 49(5): 855-863, 2021.
Article
em En
| MEDLINE
| ID: mdl-33678923
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.
Texto completo:
1
Coleções:
01-internacional
Base de dados:
MEDLINE
Idioma:
En
Revista:
J Acad Mark Sci
Ano de publicação:
2021
Tipo de documento:
Article