Why Salespeople Avoid Big-Whale Sales Opportunities
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 of salespeople's decision making when prospecting. Study 1 reveals that the performance impact of salesperson initial judgment of opportunity magnitude follows an inverted...
Paper Details
Title
Why Salespeople Avoid Big-Whale Sales Opportunities
Published Date
Oct 27, 2021
Journal
Volume
86
Issue
5
Pages
95 - 116
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