Paper accepted for publication in the Journal of the Academy of Marketing Science
Paper by Michel van der Borgh accepted for publication in the Journal of the Academy of Marketing Science
Michel van der Borgh had a paper accepted on “On salesperson judgment and decision making” (co-authored with Son Lam). The paper will be published in the Journal of the Academy of Marketing Science.
Prior research on salesperson judgment and decision making (JDM) has been fragmented. After identifying how salespeople uniquely differ from other decision makers and unpacking how various personal selling issues can benefit from research in the JDM domain, the authors provide a framework to guide future research on salesperson JDM. The framework includes a research idea generation template to facilitate the identification of theoretically and substantively important research questions about salesperson JDM.