{"id":"https://openalex.org/W7165297879","doi":"https://doi.org/10.82444/warw.33914680","title":"Thinking fast; selling slow : how buyer intuitive thinking stalls B2B opportunities, whilst also providing the antidote in storytelling","display_name":"Thinking fast; selling slow : how buyer intuitive thinking stalls B2B opportunities, whilst also providing the antidote in storytelling","publication_year":2026,"publication_date":"2026-09-17","ids":{"openalex":"https://openalex.org/W7165297879","doi":"https://doi.org/10.82444/warw.33914680"},"language":"en","primary_location":{"id":"pmh:oai:wrap.warwick.ac.uk:201763","is_oa":true,"landing_page_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","pdf_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","source":{"id":"https://openalex.org/S4306400665","display_name":"Warwick Research Archive Portal (University of Warwick)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I39555362","host_organization_name":"University of Warwick","host_organization_lineage":["https://openalex.org/I39555362"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Thesis"},"type":"dissertation","indexed_in":["datacite"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5138908603","display_name":"Dean Al-Sened","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Dean Al-Sened","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5138908603"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":true,"cited_by_count":0,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.7904999852180481,"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":0.7904999852180481,"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":0.06589999794960022,"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/T10154","display_name":"Customer Service Quality and Loyalty","score":0.02879999950528145,"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"}}],"keywords":[{"id":"https://openalex.org/keywords/intuitive-thinking","display_name":"intuitive thinking","score":0.9589999914169312},{"id":"https://openalex.org/keywords/b2b-sales","display_name":"B2B sales","score":0.9599999785423279},{"id":"https://openalex.org/keywords/cognitive-bias","display_name":"cognitive biases","score":0.9049999713897705},{"id":"https://openalex.org/keywords/selective-attention","display_name":"selective attention","score":0.8939999938011169},{"id":"https://openalex.org/keywords/confirmation-bias","display_name":"confirmation bias","score":1.0},{"id":"https://openalex.org/keywords/risk-aversion","display_name":"risk aversion","score":0.9990000128746033},{"id":"https://openalex.org/keywords/storytelling","display_name":"storytelling","score":0.7829999923706055},{"id":"https://openalex.org/keywords/social-proof","display_name":"social validation","score":0.8220000267028809},{"id":"https://openalex.org/keywords/system-1-and-system-2","display_name":"System 1 and System 2","score":0.953000009059906},{"id":"https://openalex.org/keywords/sales-coaching","display_name":"sales coaching","score":0.7910000085830688},{"id":"https://openalex.org/keywords/knowledge-transfer","display_name":"knowledge transfer","score":0.7350000143051147},{"id":"https://openalex.org/keywords/cognitive-load-theory","display_name":"cognitive load theory","score":0.7739999890327454},{"id":"https://openalex.org/keywords/brain-based-learning","display_name":"brain-based learning","score":0.890999972820282}],"concepts":[{"id":"https://openalex.org/C2776538412","wikidata":"https://www.wikidata.org/wiki/Q989963","display_name":"Storytelling","level":3,"score":0.6861000061035156},{"id":"https://openalex.org/C2779363792","wikidata":"https://www.wikidata.org/wiki/Q1104185","display_name":"Coaching","level":2,"score":0.44179999828338623},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.4311000108718872},{"id":"https://openalex.org/C169900460","wikidata":"https://www.wikidata.org/wiki/Q2200417","display_name":"Cognition","level":2,"score":0.426800012588501},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4212000072002411},{"id":"https://openalex.org/C199033989","wikidata":"https://www.wikidata.org/wiki/Q1318295","display_name":"Narrative","level":2,"score":0.4077000021934509},{"id":"https://openalex.org/C120936955","wikidata":"https://www.wikidata.org/wiki/Q2155640","display_name":"Empirical research","level":2,"score":0.3986999988555908},{"id":"https://openalex.org/C166052673","wikidata":"https://www.wikidata.org/wiki/Q83021","display_name":"Empirical evidence","level":2,"score":0.39719998836517334},{"id":"https://openalex.org/C190248442","wikidata":"https://www.wikidata.org/wiki/Q839486","display_name":"Qualitative research","level":2,"score":0.3756999969482422},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.3569999933242798},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.3481999933719635},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.34619998931884766},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.3443000018596649},{"id":"https://openalex.org/C533356498","wikidata":"https://www.wikidata.org/wiki/Q843894","display_name":"Critical thinking","level":2,"score":0.3382999897003174},{"id":"https://openalex.org/C165696696","wikidata":"https://www.wikidata.org/wiki/Q11287","display_name":"Exploit","level":2,"score":0.31349998712539673},{"id":"https://openalex.org/C2775924081","wikidata":"https://www.wikidata.org/wiki/Q55608371","display_name":"Control (management)","level":2,"score":0.29179999232292175},{"id":"https://openalex.org/C27177047","wikidata":"https://www.wikidata.org/wiki/Q269699","display_name":"Systems thinking","level":2,"score":0.28690001368522644},{"id":"https://openalex.org/C14564219","wikidata":"https://www.wikidata.org/wiki/Q383646","display_name":"Social cognitive theory","level":2,"score":0.28630000352859497},{"id":"https://openalex.org/C2780402292","wikidata":"https://www.wikidata.org/wiki/Q282853","display_name":"Elaboration likelihood model","level":3,"score":0.2842000126838684},{"id":"https://openalex.org/C142778471","wikidata":"https://www.wikidata.org/wiki/Q1200670","display_name":"Design thinking","level":2,"score":0.28299999237060547},{"id":"https://openalex.org/C2781310500","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasion","level":2,"score":0.27880001068115234},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.27730000019073486},{"id":"https://openalex.org/C87156501","wikidata":"https://www.wikidata.org/wiki/Q7268708","display_name":"Qualitative property","level":2,"score":0.2759999930858612},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.2721000015735626},{"id":"https://openalex.org/C61641136","wikidata":"https://www.wikidata.org/wiki/Q1107019","display_name":"Cognitive load","level":3,"score":0.2590999901294708},{"id":"https://openalex.org/C2781083359","wikidata":"https://www.wikidata.org/wiki/Q2793360","display_name":"Personal selling","level":4,"score":0.2551000118255615}],"mesh":[],"locations_count":2,"locations":[{"id":"pmh:oai:wrap.warwick.ac.uk:201763","is_oa":true,"landing_page_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","pdf_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","source":{"id":"https://openalex.org/S4306400665","display_name":"Warwick Research Archive Portal (University of Warwick)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I39555362","host_organization_name":"University of Warwick","host_organization_lineage":["https://openalex.org/I39555362"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Thesis"},{"id":"doi:10.82444/warw.33914680","is_oa":true,"landing_page_url":"https://doi.org/10.82444/warw.33914680","pdf_url":null,"source":{"id":"https://openalex.org/S7407060609","display_name":"University of Warwick","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":null,"is_accepted":false,"is_published":null,"raw_source_name":null,"raw_type":"Dissertation"}],"best_oa_location":{"id":"pmh:oai:wrap.warwick.ac.uk:201763","is_oa":true,"landing_page_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","pdf_url":"https://wrap.warwick.ac.uk/id/eprint/201763/1/WRAP_Theses_Al-Sened_2025.pdf","source":{"id":"https://openalex.org/S4306400665","display_name":"Warwick Research Archive Portal (University of Warwick)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I39555362","host_organization_name":"University of Warwick","host_organization_lineage":["https://openalex.org/I39555362"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Thesis"},"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"id":"https://metadata.un.org/sdg/16","display_name":"Peace, justice, and strong institutions","score":0.8030065298080444}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":true,"grobid_xml":true},"content_urls":{"pdf":"https://content.openalex.org/works/W7165297879.pdf","grobid_xml":"https://content.openalex.org/works/W7165297879.grobid-xml"},"referenced_works_count":0,"referenced_works":[],"related_works":[],"abstract_inverted_index":{"This":[0],"qualitative":[1],"study":[2,24,148],"investigates":[3],"the":[4,46,82,106,147,184,192],"impact":[5],"of":[6,70,87,183],"intuitive":[7,62,109,132,196],"thinking":[8,63,101,197],"on":[9],"opportunity":[10,65,200],"generation":[11,201],"in":[12,202,227],"B2B":[13,153,203],"sales":[14,40,71,154,171,228,233],"contexts":[15],"and":[16,35,45,55,91,114,123,143,165,212,232],"proposes":[17],"strategies":[18,72],"to":[19,129,151,156,221],"mitigate":[20],"its":[21],"effects.":[22],"The":[23,95,117,218],"identifies":[25],"how":[26,150],"cognitive":[27],"biases":[28],"such":[29],"as":[30],"selective":[31],"attention,":[32],"confirmation":[33],"bias,":[34],"risk":[36],"aversion":[37],"hinder":[38],"traditional":[39],"methodologies":[41],"like":[42,112],"SPIN":[43],"Selling":[44],"Challenger":[47],"Sale.":[48],"Through":[49],"empirical":[50],"testing":[51],"using":[52],"semi-structured":[53],"interviews":[54],"autoethnographic":[56],"data,":[57],"it":[58,136],"is":[59],"revealed":[60],"that":[61,195],"attenuates":[64],"generation,":[66],"with":[67],"significant":[68],"portions":[69],"being":[73],"corrupted":[74],"by":[75,224],"these":[76,80,158],"biases.":[77],"To":[78],"counter":[79],"effects,":[81],"thesis":[83,193],"introduces":[84],"two":[85],"groups":[86],"strategies:":[88],"\"Seeing":[89],"Reason\"":[90],"\"Redirecting":[92],"System":[93,99],"1.\"":[94],"former":[96],"involves":[97],"triggering":[98],"2":[100],"through":[102,210],"deliberate":[103],"analysis,":[104],"while":[105],"latter":[107],"leverages":[108],"thought":[110,133],"corruptions":[111],"storytelling":[113,118,211],"social":[115],"proof.":[116],"framework,":[119,173],"adapted":[120],"from":[121],"Jones":[122],"Peterson":[124],"(2017),":[125],"provides":[126],"a":[127,137,169,180,213],"solution":[128],"each":[130],"identified":[131],"corruption,":[134],"making":[135],"sustainable":[138],"strategy":[139],"for":[140],"encouraging":[141],"disclosure":[142],"extracting":[144],"needs.":[145],"Additionally,":[146],"examines":[149],"motivate":[152],"teams":[155],"adopt":[157],"strategies.":[159],"It":[160],"integrates":[161],"Cognitive":[162],"Load":[163],"Theory":[164],"Brain-Based":[166],"Learning":[167],"into":[168],"comprehensive":[170],"coaching":[172],"ensuring":[174],"effective":[175],"knowledge":[176,215],"transfer.":[177],"Salespeople":[178],"demonstrated":[179],"strong":[181],"understanding":[182],"new":[185],"concepts,":[186],"indicating":[187],"successful":[188],"training.":[189],"In":[190],"conclusion,":[191],"finds":[194],"negatively":[198],"impacts":[199],"sales,":[204],"but":[205],"this":[206],"can":[207],"be":[208],"mitigated":[209],"robust":[214],"transfer":[216],"framework.":[217],"findings":[219],"contribute":[220],"academic":[222],"literature":[223],"filling":[225],"gaps":[226],"methodologies,":[229],"behavioural":[230],"science,":[231],"coaching.":[234]},"counts_by_year":[],"updated_date":"2026-10-09T09:14:12.587421","created_date":"2026-06-19T00:00:00"}