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The Impact Of Irrational Beliefs On Dysfunctional Decision-Making In B2b Salespeople, Barron W. Brown
The Impact Of Irrational Beliefs On Dysfunctional Decision-Making In B2b Salespeople, Barron W. Brown
Doctoral Dissertations
The complexity of the contemporary business-to-business (B2B) sales landscape requires salespeople to respond faster, be more knowledgeable, and add more value to buyer interactions than ever before. As such, B2B salespeople must carefully consider the impact of their decisions since they have the potential to directly impact organizational revenue and bottom-line outcomes. The present research utilizes rational-emotive behavior theory to examine judgment and decision-making in B2B salespeople. Research questions are presented and tested with a sample of 306 B2B salespeople using structural equation modeling. The results of the analysis reveal that irrational beliefs lead to dysfunctional emotions, and in turn, …
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 …
The Determinants Of Executive Compensation In The Commercial Banking Industry, David A. Romer
The Determinants Of Executive Compensation In The Commercial Banking Industry, David A. Romer
Doctoral Dissertations
The primary purpose of this study is to examine the viability of two basic theories of compensation to explain executive compensation in the banking industry. The two executive compensation motivation theories are sales/sales growth maximization and profit/shareholder wealth maximization. Overall, strong support is found for both theories. This research also seeks to significantly expand, compared to previous research, the number of banks investigated. This study succeeds, with over a four-fold increase in the number of banks analyzed, including over 330 banks not previously used in the literature. This investigation is further motivated by the paucity of banking studies on compensation …