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On salesperson judgment and decision making

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References

1993The Adaptive Decision Maker3,507 cited
1994The Adaptive Decision Maker3,310 cited
1971Employee reactions to job characteristics.2,442 cited
1994A primer on decision making : how decisions happen2,385 cited
1988Decision making: Descriptive, normative, and prescriptive interactions.635 cited
2001Problems for Judgment and Decision Making523 cited
1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
1997The influence of ethical climate and ethical conflict on role stress in the sales force227 cited
2014Investigations of sales representatives’ valuation of options30 cited
2018An escalation of commitment perspective on allocation-of-effort decisions in professional selling26 cited

Cited by

2022Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy37 cited
2023Do salesforce management systems actually drive salesperson intentions?33 cited
2021Why Salespeople Avoid Big-Whale Sales Opportunities32 cited

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