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Complex and Strategic Decision Making in Organizations:
16 references·1 citing·57 second hopsampled
Complex and Strategic Decision Making in Organizations: (2001)Complex and Strategic Decision Making in …Increasing Sales Productivity by Getting Salespeople To Work Smarter (2013)Increasing Sales Productivity…Case Research in Marketing (2000)Case Research in MarketingWho Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics (1997)Who Prefers Key Account Manag…Key Account Management in the Business to Business Field: The Key Account's Point of View (1997)Key Account Management in the…Effects of Workload and Structure on Team Processes and Performance: Implications for Complex Team Decision Making (1996)Effects of Workload and Struc…Adaptive selling: The role of gender, age, sales experience, and education (1994)Adaptive selling: The role of…A fuzzy multi-criteria decision-making method for facility site selection (1991)A fuzzy multi-criteria decisi…Mechanisms governing organizational performance in complex decision-making environments (1990)Mechanisms governing organiza…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Dimensions of Consumer Expertise (1987)Dimensions of Consumer Expert…Case Research in Marketing: Opportunities, Problems, and a Process (1985)Case Research in Marketing: O…Industrial Buyer Image of the Saleswoman (1984)Industrial Buyer Image of the…Multisite Qualitative Policy Research: Optimizing Description and Generalizability (1983)Multisite Qualitative Policy …Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence. (1979)Biased assimilation and attit…Decision systems analysis in industrial marketing (1975)Decision systems analysis in …Sales complexity and value appropriation: a taxonomy of sales situations (2021)Sales complexity and value ap…Toward a theory of organizational socialization (1977)Career Dynamics: Matching Individual and Organizational Needs (1978)Career Choice and Development. 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(2003)Motivated Skepticism in the Evaluation of Political Beliefs (2006)Fuzzy sets (1965)A review of some methods for ranking fuzzy subsets (1985)Ranking fuzzy numbers with maximizing set and minimizing set (1985)Evaluation methodologies for technology selection (2000)A new multi-attribute decision making method: Hierarchical fuzzy axiomatic design (2008)Strategic logistics outsourcing: An integrated QFD and fuzzy AHP approach (2012)ASPECTS OF THE THEORY OF SYNTAX (1964)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)The Nature of Managerial Work (1974)Cultivating competence, self-efficacy, and intrinsic interest through proximal self-motivation. (1981)Goal setting and task performance: 1969–1980. (1981)CONFLICT MANAGEMENT, EFFICACY, AND PERFORMANCE IN ORGANIZATIONAL TEAMS (2000)Burnout and engagement: A South African perspective (2003)A model of metacognition, achievement goal orientation, learning style and self-efficacy (2008)Features of similarity. (1977)Categories and Concepts (1981)Categorization and Representation of Physics Problems by Experts and Novices* (1981)An empirical assessment of the influence of customer emotions and contact employee performance on encounter and relationship satisfaction (2002)Influence Tactics for Effective Adaptive Selling (2006)Making Sales Technology Effective (2006)Experimental and Quasi-Experimental Designs for Research (1963)The Interpretation of Cultures (1974)Information Privacy: Measuring Individuals’ Concerns About Organizational Practices1 (1996)Focus Groups as Qualitative Research (1997)Theorising from case studies: Towards a pluralist future for international business research (2010)
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References

  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1979Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence.4,582 cited
  • 1987Dimensions of Consumer Expertise4,373 cited
  • 1985Case Research in Marketing: Opportunities, Problems, and a Process1,557 cited
  • 1983Multisite Qualitative Policy Research: Optimizing Description and Generalizability822 cited
  • 1990Mechanisms governing organizational performance in complex decision-making environments303 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1991A fuzzy multi-criteria decision-making method for facility site selection247 cited
  • 2000Case Research in Marketing177 cited
  • 1994Adaptive selling: The role of gender, age, sales experience, and education124 cited
  • 2013Increasing Sales Productivity by Getting Salespeople To Work Smarter113 cited
  • 1996Effects of Workload and Structure on Team Processes and Performance: Implications for Complex Team Decision Making90 cited
  • 1997Key Account Management in the Business to Business Field: The Key Account's Point of View85 cited
  • 1984Industrial Buyer Image of the Saleswoman76 cited

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  • 1997Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics57 cited
  • 1975Decision systems analysis in industrial marketing55 cited
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    • 2021Sales complexity and value appropriation: a taxonomy of sales situations19 cited