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Full-Text Articles in Organizational Behavior and Theory
Naturalistic Decision Making In First Sales Calls: A Narrative Study Of Experienced Technical Sales Professionals, Douglas Williams
Naturalistic Decision Making In First Sales Calls: A Narrative Study Of Experienced Technical Sales Professionals, Douglas Williams
Graduate Theses and Dissertations
The first conversation between business-to-business sellers and new customers comes with the potential for both opportunity and risk. Sellers spend substantial effort gaining the right to engage in a first call with a potential customer. This study fills a gap in the literature by exploring the role of Naturalistic Decision Making (NDM) and how it impacts the way experienced technology sales professionals navigate first conversations with new customers. NDM explores how experienced professionals make decisions in high-stakes, real world situations that are ambiguous, time-pressured, and have poorly defined goals. While NDM studies have been performed in other professional disciplines, none …
Development And Implementation Of It-Enabled Business Processes: A Knowledge Structure View, Rick Brattin
Development And Implementation Of It-Enabled Business Processes: A Knowledge Structure View, Rick Brattin
Graduate Theses and Dissertations
As competitive pressures mount, organizations must continue to evolve their business processes in order to survive. Increasingly, firms are developing new IT-enabled business processes in response to rising competition, greater customer expectations, and challenging economic conditions. The success rate of these projects remains low despite much industry experience and extensive academic study. Managerial and organizational cognition represents a potentially fruitful lens for studying the design and implementation of IT-enabled business processes. This view assumes that individuals are information workers who spend their days absorbing, processing, and disseminating information as they pursue their goals and objectives. Individuals develop cognitive representations, called …