On Salesperson Judgment and Decision Making

Son K. Lam*, Michel Van der Borgh

*Corresponding author af dette arbejde

Publikation: Bidrag til tidsskriftKommentar/debatForskningpeer review

Abstrakt

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.
OriginalsprogEngelsk
TidsskriftJournal of the Academy of Marketing Science
Vol/bind49
Udgave nummer5
Sider (fra-til)855-863
Antal sider9
ISSN0092-0703
DOI
StatusUdgivet - sep. 2021

Bibliografisk note

Published online: 3. Marts 2021

Emneord

  • Salespeople
  • Decision making
  • Judgment

Citationsformater