On Salesperson Judgment and Decision Making

Son K.  Lam; Michel Van der Borgh

doi:10.1007/s11747-021-00775-1

On Salesperson Judgment and Decision Making

Son K. Lam^*, Michel Van der Borgh

^*Corresponding author for this work

Department of Marketing

University of Georgia

Research output: Contribution to journal › Comment/debate › Research › peer-review

Abstract

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.

Original language	English
Journal	Journal of the Academy of Marketing Science
Volume	49
Issue number	5
Pages (from-to)	855-863
Number of pages	9
ISSN	0092-0703
DOIs	https://doi.org/10.1007/s11747-021-00775-1
Publication status	Published - Sept 2021

Bibliographical note

Published online: 3. Marts 2021

Keywords

Salespeople
Decision making
Judgment

Access to Document

10.1007/s11747-021-00775-1Licence: Unspecified

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7926198/pdf/11747_2021_Article_775.pdfLicence: Unspecified

Handle.net

Persistent link

Cite this

@article{4d200d5bdf6446f988336b025e1cbe77,

title = "On Salesperson Judgment and Decision Making",

abstract = "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.",

keywords = "Salespeople, Decision making, Judgment, Salespeople, Decision making, Judgment",

author = "Lam, {Son K.} and {Van der Borgh}, Michel",

note = "Published online: 3. Marts 2021",

year = "2021",

month = sep,

doi = "10.1007/s11747-021-00775-1",

language = "English",

volume = "49",

pages = "855--863",

journal = "Journal of the Academy of Marketing Science",

issn = "0092-0703",

publisher = "Springer",

number = "5",

}

TY - JOUR

T1 - On Salesperson Judgment and Decision Making

AU - Lam, Son K.

AU - Van der Borgh, Michel

N1 - Published online: 3. Marts 2021

PY - 2021/9

Y1 - 2021/9

N2 - 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.

AB - 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.

KW - Salespeople

KW - Decision making

KW - Judgment

KW - Salespeople

KW - Decision making

KW - Judgment

U2 - 10.1007/s11747-021-00775-1

DO - 10.1007/s11747-021-00775-1

M3 - Comment/debate

SN - 0092-0703

VL - 49

SP - 855

EP - 863

JO - Journal of the Academy of Marketing Science

JF - Journal of the Academy of Marketing Science

IS - 5

ER -