On salesperson judgment and decision making
نویسندگان
چکیده
منابع مشابه
Judgment and Decision Making:
(probably none of whom agrees with everything in the chapter).
متن کاملJudgment and decision making.
The study of judgment and decision making entails three interrelated forms of research: (1) normative analysis, identifying the best courses of action, given decision makers' values; (2) descriptive studies, examining actual behavior in terms comparable to the normative analyses; and (3) prescriptive interventions, helping individuals to make better choices, bridging the gap between the normati...
متن کاملMindful judgment and decision making.
A full range of psychological processes has been put into play to explain judgment and choice phenomena. Complementing work on attention, information integration, and learning, decision research over the past 10 years has also examined the effects of goals, mental representation, and memory processes. In addition to deliberative processes, automatic processes have gotten closer attention, and t...
متن کاملDecision Making without Likelihood Judgment 1 On Decision Making without Likelihood Judgment
Subjective expected utility, prospect theory and most other formal models of decision making under uncertainty are probabilistic: they assume that in making choices people judge the likelihood of relevant uncertainties. Clearly, in many situations people do indeed judge likelihood. However, we present experiments suggesting that there are also many situations in which people do not judge likeli...
متن کاملOn decision making without likelihood judgment
Subjective expected utility, prospect theory and most other formal models of decision making under uncertainty are probabilistic: they assume that in making choices people judge the likelihood of relevant uncertainties. Clearly, in many situations people do indeed judge likelihood. However, we present studies suggesting that there are also many situations in which people do not judge likelihood...
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ژورنال
عنوان ژورنال: Journal of the Academy of Marketing Science
سال: 2021
ISSN: 0092-0703,1552-7824
DOI: 10.1007/s11747-021-00775-1