How salesperson traits and intuitive judgments influence adaptive selling : a sensemaking perspective
David A. Locander, Jennifer A. Locander, Frankie J. Weinberg
| Year of publication: |
2020
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|---|---|
| Authors: | Locander, David A. ; Locander, Jennifer A. ; Weinberg, Frankie J. |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 118.2020, p. 452-462
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| Subject: | Adaptive selling | Cognitive empathy | Intuition | Sensemaking | Trait competitiveness | Kognition | Cognition | Verkaufspersonal | Salespeople | Emotion | Sensemaking-Ansatz | Sensemaking approach | Verkauf | Selling | Entscheidung | Decision | Persönlichkeitsmerkmal | Personality trait |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2020.07.013 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012288626