Related Experiment Video
Updated: Nov 15, 2025

The Adventures of Fundi Intervention Based on the Cognitive and Emotional Processing in Attention Deficit Hyperactive Disorder Patients
Published on: June 12, 2020
On salesperson judgment and decision making
Son K Lam1, Michel van der Borgh2
1Associate Professor of Marketing, Terry Dean's Advisory Council Distinguished Professorship, Terry College of Business, University of Georgia, C328 Benson Hall, Athens, GA 30602 USA.
Abstract:
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.
Related Concept Videos
Decision Making
Automatic decision-making is fast, intuitive, and relies on gut feelings...
The Anchoring-and-Adjustment Heuristic
Decision Making: Traditional Method
First, a specific claim about the population parameter is decided based on the research question and is stated in a simple form. Further, an opposing statement to this claim is also stated. These statements can act as null and alternative hypotheses, out of which a null hypothesis would be a...
The Representativeness Heuristic
Decision Making: P-value Method
First, a specific claim about the population parameter is proposed. The claim is based on the research question and is stated in a simple form. Further, an opposing statement to the claim is also stated. These statements can act as null and alternative hypotheses: a null hypothesis would be a neutral statement while the alternative hypothesis can...
Reason and Intuition

