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On salesperson judgment and decision making · Study

WorkOn salesperson judgment and decision making

Son K. Lam2021

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Workbronze2021

On salesperson judgment and decision making

Son K. Lam · Michel van der Borgh

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

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Decision-Making and Behavioral Economics Consumer Behavior and Marketing Influence Employee Performance and Motivation

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References

1993The Adaptive Decision Maker 1994The Adaptive Decision Maker 1971Employee reactions to job characteristics.1994A primer on decision making : how decisions happen 1988Decision making: Descriptive, normative, and prescriptive interactions.2001Problems for Judgment and Decision Making 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making 1997The influence of ethical climate and ethical conflict on role stress in the sales force

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2022Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy 2023Do salesforce management systems actually drive salesperson intentions?2021Why Salespeople Avoid Big-Whale Sales Opportunities

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Details

Year2021

Typeeditorial

Published2021-03-03

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations13

Files0 public / 0

ShelfDecision-Making and Behavioral Economics

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doi10.1007/s11747-021-00775-1

openalex_workW3135872829

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