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- W2594319882 abstract "Approximately one in every nine jobs in the United States involves selling. As a result, significant research has focused on identifying determinants of salesperson performance ranging from adaptive selling, customer orientation, emotional intelligence, motivation, to job fit. Our research introduces and tests a new determinant of salesperson performance, skilled intuition. Drawing from naturalistic decision-making research, we define skilled intuition as a heightened ability to make accurate, intuitive judgments based on the pattern-recognition-matching process of environmental cues (i.e., customer cues) to schemas." @default.
- W2594319882 created "2017-03-16" @default.
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- W2594319882 date "2017-01-01" @default.
- W2594319882 modified "2023-09-24" @default.
- W2594319882 title "Skilled Intuition and Selling Performance: An Abstract" @default.
- W2594319882 doi "https://doi.org/10.1007/978-3-319-45596-9_164" @default.
- W2594319882 hasPublicationYear "2017" @default.
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