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Sales Performance And Intuition – The Role Of Gut Feelings, David Locander
Sales Performance And Intuition – The Role Of Gut Feelings, David Locander
Doctoral Dissertations
This dissertation extends the dual theory of salesperson information processing by examining the relationship between salespersons' emotional intelligence (EI) and their preference for and use of decision-making styles (intuition and/or deliberation) in the selling process. This dissertation contains two studies, Study 1 employs a descriptive research design and Study 2 uses experimental manipulations to investigate the role that intuition and deliberation play within the sales process. Data for both studies come from a sample derived from a national online panel of business to business salespeople.
Study 1, using a survey approach, assesses two competing models and one post hoc model …
A Systemic Analysis Of The Defection Process In The Small Parcel Logistic Industry, Darrell J. Gualco
A Systemic Analysis Of The Defection Process In The Small Parcel Logistic Industry, Darrell J. Gualco
Doctoral Dissertations
The study of customer-initiated defection from one provider of services to another has been studied extensively in the business-to-consumer market. The reason to study defection patterns and analytics is to allow businesses to identify and control antecedents to defection that in turn will generate increased customer loyalty, market share, and profitability. Keaveney's study of defection was the starting point for understanding the key criteria individuals used to switch their purchasing criteria.
This research adds to existing defection theory by addressing the narratives of eight individuals who switched their vendor relationship in the small-parcel package industry. Prior to this research, no …