{"id":"https://openalex.org/W2137989844","doi":"https://doi.org/10.1002/mar.20702","title":"How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition","display_name":"How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition","publication_year":2014,"publication_date":"2014-04-22","ids":{"openalex":"https://openalex.org/W2137989844","doi":"https://doi.org/10.1002/mar.20702","mag":"2137989844"},"language":"en","primary_location":{"id":"doi:10.1002/mar.20702","doi":"https://doi.org/10.1002/mar.20702","is_oa":false,"landing_page_url":"https://doi.org/10.1002/mar.20702","pdf_url":null,"source":{"id":"https://openalex.org/S102896891","display_name":"Psychology and Marketing","issn_l":"0742-6046","issn":["0742-6046","1520-6793"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Psychology &amp; Marketing","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5041219504","display_name":"David A. Locander","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I142934699","display_name":"California State University, Fullerton","ror":"https://ror.org/02avqqw26","country_code":"US","type":"education","lineage":["https://openalex.org/I142934699"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"David A. Locander","raw_affiliation_strings":["Cal State Fullerton, CA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Cal State Fullerton, CA","institution_ids":["https://openalex.org/I142934699"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5012871026","display_name":"Jay Prakash Mulki","orcid":"https://orcid.org/0000-0002-6347-0822","observed_orcids":["https://orcid.org/0000-0002-6347-0822"]},"institutions":[{"id":"https://openalex.org/I12912129","display_name":"Northeastern University","ror":"https://ror.org/04t5xt781","country_code":"US","type":"education","lineage":["https://openalex.org/I12912129"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Jay P. Mulki","raw_affiliation_strings":["Northeastern University","northeastern Univ"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Northeastern University","institution_ids":["https://openalex.org/I12912129"]},{"raw_affiliation_string":"northeastern Univ","institution_ids":["https://openalex.org/I12912129"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5091402069","display_name":"Frankie Jason Weinberg","orcid":"https://orcid.org/0000-0002-9963-3419","observed_orcids":["https://orcid.org/0000-0002-9963-3419"]},"institutions":[{"id":"https://openalex.org/I173012211","display_name":"Loyola University New Orleans","ror":"https://ror.org/051f75a52","country_code":"US","type":"education","lineage":["https://openalex.org/I173012211"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Frankie J. Weinberg","raw_affiliation_strings":["Loyola University New Orleans"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Loyola University New Orleans","institution_ids":["https://openalex.org/I173012211"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5012871026"],"corresponding_institution_ids":["https://openalex.org/I12912129"],"apc_list":{"value":3800,"currency":"USD","value_usd":3800},"apc_paid":null,"fwci":4.1816,"has_fulltext":false,"cited_by_count":66,"citation_normalized_percentile":{"value":0.93425926,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":88,"max":99},"biblio":{"volume":"31","issue":"6","first_page":"387","last_page":"403"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.8515999913215637,"subfield":{"id":"https://openalex.org/subfields/1800","display_name":"General Decision Sciences"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.8515999913215637,"subfield":{"id":"https://openalex.org/subfields/1800","display_name":"General Decision Sciences"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.094200000166893,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12574","display_name":"Clinical Reasoning and Diagnostic Skills","score":0.006099999882280827,"subfield":{"id":"https://openalex.org/subfields/2714","display_name":"Family Practice"},"field":{"id":"https://openalex.org/fields/27","display_name":"Medicine"},"domain":{"id":"https://openalex.org/domains/4","display_name":"Health Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.7160000205039978},{"id":"https://openalex.org/keywords/decision-making","display_name":"decision-making","score":0.7870000004768372},{"id":"https://openalex.org/keywords/intuition","display_name":"intuition","score":0.7739999890327454},{"id":"https://openalex.org/keywords/deliberation","display_name":"deliberation","score":0.9879999756813049},{"id":"https://openalex.org/keywords/emotion-regulation","display_name":"emotion regulation","score":0.800000011920929},{"id":"https://openalex.org/keywords/adaptive-selling","display_name":"adaptive selling","score":0.9769999980926514},{"id":"https://openalex.org/keywords/salesperson-performance","display_name":"salesperson performance","score":0.8759999871253967},{"id":"https://openalex.org/keywords/moderating-effect","display_name":"moderating effect","score":0.6489999890327454},{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.7009999752044678}],"concepts":[{"id":"https://openalex.org/C2776946740","wikidata":"https://www.wikidata.org/wiki/Q358652","display_name":"Deliberation","level":3,"score":0.8632960319519043},{"id":"https://openalex.org/C132010649","wikidata":"https://www.wikidata.org/wiki/Q189222","display_name":"Intuition","level":2,"score":0.8365992903709412},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7436702251434326},{"id":"https://openalex.org/C2776215170","wikidata":"https://www.wikidata.org/wiki/Q5373820","display_name":"Emotive","level":2,"score":0.6742382049560547},{"id":"https://openalex.org/C93225998","wikidata":"https://www.wikidata.org/wiki/Q1941972","display_name":"Moderation","level":2,"score":0.665032684803009},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.5512413382530212},{"id":"https://openalex.org/C177606310","wikidata":"https://www.wikidata.org/wiki/Q5674297","display_name":"Adaptability","level":2,"score":0.4145372807979584},{"id":"https://openalex.org/C180747234","wikidata":"https://www.wikidata.org/wiki/Q23373","display_name":"Cognitive psychology","level":1,"score":0.3265897333621979},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.3024735748767853},{"id":"https://openalex.org/C188147891","wikidata":"https://www.wikidata.org/wiki/Q147638","display_name":"Cognitive science","level":1,"score":0.17745479941368103},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.10126200318336487},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.07685446739196777},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C94625758","wikidata":"https://www.wikidata.org/wiki/Q7163","display_name":"Politics","level":2,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1002/mar.20702","doi":"https://doi.org/10.1002/mar.20702","is_oa":false,"landing_page_url":"https://doi.org/10.1002/mar.20702","pdf_url":null,"source":{"id":"https://openalex.org/S102896891","display_name":"Psychology and Marketing","issn_l":"0742-6046","issn":["0742-6046","1520-6793"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Psychology &amp; Marketing","raw_type":"journal-article"},{"id":"pmh:oai:urm_publish:9915914305501831","doi":null,"is_oa":false,"landing_page_url":"https://find.library.unisa.edu.au/discovery/fulldisplay/alma9915914305501831/61USOUTHAUS_INST:ROR","pdf_url":null,"source":{"id":"https://openalex.org/S4306402528","display_name":"UniSA Research Outputs Repository (University of South Australia)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I170239107","host_organization_name":"University of South Australia","host_organization_lineage":["https://openalex.org/I170239107"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"text"},{"id":"pmh:oai:digital.library.adelaide.edu.au:1959.8/159419","doi":null,"is_oa":false,"landing_page_url":"https://hdl.handle.net/1959.8/159419","pdf_url":null,"source":{"id":"https://openalex.org/S4306401835","display_name":"Adelaide Research & Scholarship (AR&S) (University of Adelaide)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I5681781","host_organization_name":"The University of Adelaide","host_organization_lineage":["https://openalex.org/I5681781"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"https://doi.org/10.1002/mar.20702","raw_type":"Journal article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":134,"referenced_works":["https://openalex.org/W534311","https://openalex.org/W17072386","https://openalex.org/W158727920","https://openalex.org/W159586738","https://openalex.org/W224424834","https://openalex.org/W290762890","https://openalex.org/W377447823","https://openalex.org/W437309330","https://openalex.org/W642998212","https://openalex.org/W1482498660","https://openalex.org/W1521264933","https://openalex.org/W1556611999","https://openalex.org/W1570416687","https://openalex.org/W1573083089","https://openalex.org/W1586724634","https://openalex.org/W1596357498","https://openalex.org/W1629226005","https://openalex.org/W1654301739","https://openalex.org/W1752284228","https://openalex.org/W1752596808","https://openalex.org/W1832238961","https://openalex.org/W1897322834","https://openalex.org/W1932216931","https://openalex.org/W1964908808","https://openalex.org/W1968310380","https://openalex.org/W1972570464","https://openalex.org/W1976772585","https://openalex.org/W1979640378","https://openalex.org/W1979728998","https://openalex.org/W1986617561","https://openalex.org/W1988042561","https://openalex.org/W1989484089","https://openalex.org/W1990364927","https://openalex.org/W1993325457","https://openalex.org/W1994910042","https://openalex.org/W1995835640","https://openalex.org/W1997059038","https://openalex.org/W1998814212","https://openalex.org/W1999689760","https://openalex.org/W2001998833","https://openalex.org/W2002368362","https://openalex.org/W2009380702","https://openalex.org/W2010497861","https://openalex.org/W2011378729","https://openalex.org/W2014718474","https://openalex.org/W2014756376","https://openalex.org/W2016438893","https://openalex.org/W2020992045","https://openalex.org/W2022472850","https://openalex.org/W2023100116","https://openalex.org/W2028992008","https://openalex.org/W2032345936","https://openalex.org/W2036149274","https://openalex.org/W2040494598","https://openalex.org/W2040993216","https://openalex.org/W2042846493","https://openalex.org/W2045050817","https://openalex.org/W2045934080","https://openalex.org/W2055274380","https://openalex.org/W2060128678","https://openalex.org/W2064018534","https://openalex.org/W2066353730","https://openalex.org/W2066644569","https://openalex.org/W2071918062","https://openalex.org/W2072098593","https://openalex.org/W2072471610","https://openalex.org/W2072549255","https://openalex.org/W2083526457","https://openalex.org/W2085169214","https://openalex.org/W2086644295","https://openalex.org/W2089607806","https://openalex.org/W2089871805","https://openalex.org/W2090549016","https://openalex.org/W2092968198","https://openalex.org/W2093511241","https://openalex.org/W2098418305","https://openalex.org/W2098724756","https://openalex.org/W2102748276","https://openalex.org/W2102900639","https://openalex.org/W2104565442","https://openalex.org/W2105779172","https://openalex.org/W2106096361","https://openalex.org/W2108801870","https://openalex.org/W2109239231","https://openalex.org/W2119421657","https://openalex.org/W2120420728","https://openalex.org/W2122804525","https://openalex.org/W2122912498","https://openalex.org/W2123791568","https://openalex.org/W2123937752","https://openalex.org/W2125379415","https://openalex.org/W2127837421","https://openalex.org/W2128975211","https://openalex.org/W2130632608","https://openalex.org/W2132854246","https://openalex.org/W2134368355","https://openalex.org/W2139898527","https://openalex.org/W2141908041","https://openalex.org/W2144622727","https://openalex.org/W2148816826","https://openalex.org/W2148962857","https://openalex.org/W2152055334","https://openalex.org/W2152279503","https://openalex.org/W2152913881","https://openalex.org/W2153259492","https://openalex.org/W2155479778","https://openalex.org/W2156330953","https://openalex.org/W2159344044","https://openalex.org/W2160315177","https://openalex.org/W2169984324","https://openalex.org/W2190328735","https://openalex.org/W2260379705","https://openalex.org/W2312995207","https://openalex.org/W2327866474","https://openalex.org/W2344406253","https://openalex.org/W2502088893","https://openalex.org/W2516137114","https://openalex.org/W2560746606","https://openalex.org/W2567163752","https://openalex.org/W2787069010","https://openalex.org/W2797400701","https://openalex.org/W2803016209","https://openalex.org/W2889200856","https://openalex.org/W3015469787","https://openalex.org/W3187129273","https://openalex.org/W4206931038","https://openalex.org/W4231343694","https://openalex.org/W4231519654","https://openalex.org/W4235316990","https://openalex.org/W4235678817","https://openalex.org/W4247749894","https://openalex.org/W4251762937","https://openalex.org/W4292157289","https://openalex.org/W4407766237"],"related_works":["https://openalex.org/W3045200361","https://openalex.org/W2032687390","https://openalex.org/W2319233088","https://openalex.org/W2020992045","https://openalex.org/W2594319882","https://openalex.org/W2034564121","https://openalex.org/W1518663659","https://openalex.org/W3111345359","https://openalex.org/W4416236382","https://openalex.org/W7169855562"],"abstract_inverted_index":{"ABSTRACT":[0],"This":[1,36],"research":[2],"explores":[3],"how":[4],"salespeople":[5],"make":[6],"decisions":[7],"and":[8,26,44,50,68,100,104,116],"what":[9],"factors":[10],"influence":[11],"these":[12,88],"decisions.":[13],"Research":[14],"in":[15,19,62,109],"psychology":[16],"suggests":[17],"that,":[18],"making":[20],"decisions,":[21],"people":[22],"use":[23],"both":[24,34,66],"intuition":[25,93],"deliberation,":[27],"often":[28],"relying":[29],"on":[30,46,72],"some":[31],"degree":[32],"of":[33,41,70,80,87],"processes.":[35],"study":[37],"examines":[38],"the":[39,63,78],"impact":[40],"emotion,":[42],"intuition,":[43],"deliberation":[45,67],"a":[47,58],"salesperson's":[48],"adaptability":[49],"resulting":[51],"performance.":[52],"Intuition":[53],"is":[54],"found":[55],"to":[56,98],"play":[57],"significant":[59],"moderating":[60],"role":[61,79,108],"relationships":[64],"between":[65],"regulation":[69],"emotions":[71],"adaptive":[73],"selling.":[74],"However,":[75],"as":[76],"anticipated,":[77],"this":[81],"moderation":[82],"variable":[83],"differs":[84],"for":[85,113],"each":[86],"relationships.":[89],"Findings":[90],"suggest":[91],"that":[92],"provides":[94],"an":[95,106],"important":[96,107],"input":[97],"deliberative":[99],"emotive":[101],"thought":[102],"processes,":[103],"plays":[105],"salesperson":[110,114],"adaptiveness.":[111],"Implications":[112],"mentoring":[115],"training":[117],"programs":[118],"are":[119],"explored.":[120]},"counts_by_year":[{"year":2026,"cited_by_count":3},{"year":2025,"cited_by_count":7},{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":4},{"year":2022,"cited_by_count":8},{"year":2021,"cited_by_count":7},{"year":2020,"cited_by_count":11},{"year":2019,"cited_by_count":6},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":6},{"year":2016,"cited_by_count":5},{"year":2015,"cited_by_count":3},{"year":2014,"cited_by_count":2}],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2016-06-24T00:00:00"}
