Building on 78 face-to-face interviews with managers from the marketing-sales-finance triangle (MSF-triangle), Dirk … Weissbrich identifies and describes eight key interaction fields and decision areas. Dr. Dirk Weissbrich finished his doctoral … work together in organizations. Building on 78 face-to-face interviews with managers from all three functions, Dirk …

supports the intuition that experience in making a particular type of decision can insulate managers from judgmental bias and … judgments: territory selection and salesperson hiring. Sales managers are confronted frequently with decisions that explicitly … trend effects may be affected by the experience managers have in making these types of judgments. Study 1 provides evidence …