The evaluation stage in marketing decision making

Article Abstract:

Prior to making important decisions, marketing managers go through an evaluation process in which available alternatives are compared. Yet, no systematic discussion of the evaluation process exists in the marketing literature. This article reviews the marketing and behavioral decision theory literature in order to identify factors that may cause errors in the two fundamental elements of the evaluation process - the estimation of probabilities and the determination of the value of outcomes. Propositions are developed that specify circumstances in which marketing management decisions may be influenced by judgmental biases, and procedures are identified for debiasing such judgements. (Reprinted by permission of the publisher.)

Research, Decision-making, Decision making, Management, Marketing management, Marketing executives

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Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction

Article Abstract:

The relationships between personality influencers, goal orientations, customer orientation, selling orientation, and overall work satisfaction are examined. Findings indicate that while learning orientation results in a positive influence on customer orientation, selling orientation is positively influenced by performance orientation.

United Kingdom, Operations Research, Psychological aspects, Evaluation, Management research, Sales personnel, Salespeople

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On the trait antecedents and outcomes of service worker job resourcefulness: a hierarchical model approach

Article Abstract:

The influence of the personality trait, job resourcefulness, on the value of an employee in a customer service operation is discussed.

Personnel administration, Service Industries, Applicant Selection, Human resource management, Influence, Recruiting, Customer service, Services industry, Employee selection, Company personnel management, Industry hiring, Support services, Personality (Psychology), Hiring

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