How salesperson traits and intuitive judgments influence adaptive selling : a sensemaking perspective
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 | Entscheidung | Decision | Verkauf | Selling |
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