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 (Corresponding author), Michel van der Borgh

Research output: Contribution to journal › Article › Academic › peer-review

8 Citations (Scopus)

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

Bibliographical note

Keywords

Decision making
Judgment
Salespeople

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10.1007/s11747-021-00775-1

Cite this

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KW - Salespeople

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On salesperson judgment and decision making

Abstract

Bibliographical note

Keywords

Access to Document

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