Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence
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DOI: 10.1016/j.indmarman.2020.05.012
Abstract: Abstract Making correct decisions regarding the merit of sales opportunities, as well as deciding which opportunities to pursue and which to abandon, is one of the most critical tasks sales managers and salespeople grapple with.… read more here.
Keywords: confidence overconfidence; optimism confidence; psychological momentum;