On salesperson judgment and decision making

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 f...

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Detalles Bibliográficos
Autores principales: Lam, Son K., van der Borgh, Michel
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Springer US 2021
Materias:
Commentary
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7926198/
https://www.ncbi.nlm.nih.gov/pubmed/33678923
http://dx.doi.org/10.1007/s11747-021-00775-1
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author Lam, Son K.
van der Borgh, Michel
author_facet Lam, Son K.
van der Borgh, Michel
author_sort Lam, Son K.
collection PubMed
description 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.
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spelling pubmed-79261982021-03-03 On salesperson judgment and decision making Lam, Son K. van der Borgh, Michel J Acad Mark Sci Commentary 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. Springer US 2021-03-03 2021 /pmc/articles/PMC7926198/ /pubmed/33678923 http://dx.doi.org/10.1007/s11747-021-00775-1 Text en © Academy of Marketing Science 2021 This article is made available via the PMC Open Access Subset for unrestricted research re-use and secondary analysis in any form or by any means with acknowledgement of the original source. These permissions are granted for the duration of the World Health Organization (WHO) declaration of COVID-19 as a global pandemic.
spellingShingle Commentary
Lam, Son K.
van der Borgh, Michel
On salesperson judgment and decision making
title On salesperson judgment and decision making
title_full On salesperson judgment and decision making
title_fullStr On salesperson judgment and decision making
title_full_unstemmed On salesperson judgment and decision making
title_short On salesperson judgment and decision making
title_sort on salesperson judgment and decision making
topic Commentary
url https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7926198/
https://www.ncbi.nlm.nih.gov/pubmed/33678923
http://dx.doi.org/10.1007/s11747-021-00775-1
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