search query: @author Gentry, J. W. / total: 7
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| Author: | MacIntosh, G. Gentry, J. W. |
| Title: | Decision making in personal selling: Testing the "K.I.S.S. principle" |
| Journal: | Psychology & Marketing
1999 : AUG, VOL. 16:5, p. 393-408 |
| Index terms: | SELLING SALESPEOPLE DECISION MAKING STRATEGY |
| Language: | eng |
| Abstract: | This study tests the KISS (keep it simple stupid) principle in the context of salesperson decision making in the prospecting stage of the sellng process. Two research questions are addressed: does a simple versus more complex process affect outcomes of decisions made by salespeople, and if so, whom does it affect? |
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