Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours … resources, they can find useful to understand which factors affect sales managers' motivation to coach rather than to “direct …”. Building on Vroom's Expectancy Theory, we develop a theoretical model exploring sales managers' motivation to show a coaching …

We examine in a large survey (n = 1,928) how contemplative entrepreneurs, managers and employees are in their decision … choices are partly in line with this: entrepreneurs make indeed more intuitive choices than managers, but are equally …) equal those of managers. Together these findings tentatively suggest that entrepreneurs start from a stronger prior …

robust positive relationship between industry-specific experience of the top-manager and the decision to innovate as well as …

) investment decisions. First, we analyze the relative importance of the decision-making criteria that VCs have in mind. Then, the … analysis model are applied to sets of hypothetical scenarios to assess the relative importance of the decision-making criteria … investment decision. However, when uncertainty is very high, the newness of the product is high and the completeness of the …