An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Robert Mayberry, James Sanders Boles, Naveen Donthu
| Year of publication: |
September 2018
|
|---|---|
| Authors: | Mayberry, Robert ; Boles, James Sanders ; Donthu, Naveen |
| Published in: |
Journal of the Academy of Marketing Science. - New York, NY : Springer Science + Business Media LLC, ISSN 0092-0703, ZDB-ID 1187865-4. - Vol. 46.2018, 5, p. 879-894
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| Subject: | Commitment escalation | Professional selling | Sales management | Salesperson performance | Cognitive bias | B2B and industrial marketing | Managerial decision-making | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Verkaufspersonal | Salespeople | Entscheidung | Decision | Lieferantenmanagement | Supplier relationship management | Kognition | Cognition | Beziehungsmarketing | Relationship marketing | Führungskräfte | Managers | Mitarbeiterbindung | Employee retention | Vertrieb | Physical distribution |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-018-0591-8 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011924781