Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Year of publication: |
2020
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Authors: | Bonney, Leff ; Plouffe, Christopher R. ; Hochstein, Bryan ; Beeler, Lisa L. |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 88.2020, p. 339-351
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Subject: | Confidence | Decision-making | Optimism | Psychological momentum | Sales | Strategic reference point | Vertrauen | Verkaufspersonal | Salespeople | Anlageverhalten | Behavioural finance | Verkauf | Selling | Portfolio-Management | Portfolio selection | Verhaltensökonomik | Behavioral economics | Persönlichkeitspsychologie | Personality psychology |
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