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Investigations of sales representatives’ valuation of options · Study

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ArticleInvestigations of sales representatives’ valuation of options

Leff Bonney2014

Article2014

Investigations of sales representatives’ valuation of options

Leff Bonney · Christopher R. Plouffe · Michael K. Brady

30 citations·0/0 files stored·Journal of the Academy of Marketing Science

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Decision-Making and Behavioral Economics Consumer Market Behavior and Pricing Experimental Behavioral Economics Studies

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References

1979Prospect Theory: An Analysis of Decision under Risk 1988Prospect theory: An analysis of decision under risk 1978Social Learning Theory.1975Judgment under Uncertainty: Heuristics and Biases 1955A BEHAVIORAL MODEL OF RATIONAL CHOICE 1982Judgment under Uncertainty 1996ASSESSING THE WORK ENVIRONMENT FOR CREATIVITY.1984Judgment Under Uncertainty: Heuristics and Biases.

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2021More than money: establishing the importance of a sense of purpose for salespeople 2023Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach 2023Do salesforce management systems actually drive salesperson intentions?2018An escalation of commitment perspective on allocation-of-effort decisions in professional selling 2017Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance 2020Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence

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Details

Year2014

Typearticle

Published2014-10-16

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations30

Files0 public / 0

ShelfDecision-Making and Behavioral Economics

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doi10.1007/s11747-014-0412-7

openalex_workW2070229702

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2021Sales complexity and value appropriation: a taxonomy of sales situations

2019Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach