EXPRESS: Why Salespeople Avoid Big-Whale Sales Opportunities
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DOI: 10.1177/00222429211037336
Abstract: Contrary to the intuition that salespeople gravitate toward big-whale sales opportunities, in reality they often avoid them. To study this phenomenon, the authors integrate contingent decision-making and conservation-of-resources theories to develop and test a framework… read more here.
Keywords: whale sales; big whale; study; sales opportunities ... See more keywords