The impact of intuition and deliberation on acquisition-retention ambidexterity and sales performance: comparing the Dual-Process and Uni-Process Models

[1]  Thorsten Pachur,et al.  Domain-specific preferences for intuition and deliberation in decision making , 2015 .

[2]  Jeffrey R. Edwards,et al.  On the Use of Polynomial Regression Equations As An Alternative to Difference Scores in Organizational Research , 1993 .

[3]  Bruno Verschuere,et al.  Intuitive Honesty Versus Dishonesty: Meta-Analytic Evidence , 2019, Perspectives on psychological science : a journal of the Association for Psychological Science.

[4]  Barak Libai,et al.  Targeting Revenue Leaders for a New Product , 2013 .

[5]  David F. Larcker,et al.  Structural Equation Models with Unobservable Variables and Measurement Error: Algebra and Statistics: , 1981 .

[6]  G. Keren,et al.  Two Is Not Always Better Than One , 2009, Perspectives on psychological science : a journal of the Association for Psychological Science.

[7]  V. Vieira,et al.  Generating sales while providing service , 2017 .

[8]  S. Epstein,et al.  Conflict Between Intuitive and Rational Processing: When People Behave Against Their Better Judgment , 1994 .

[9]  Valter Afonso Vieira,et al.  A Moderação-Mediada do Sistema de Controle na Ambidestria , 2018 .

[10]  D. Altman,et al.  Measuring inconsistency in meta-analyses , 2003, BMJ : British Medical Journal.

[11]  Gerd Gigerenzer,et al.  Do intuitive and deliberate judgments rely on two distinct neural systems? A case study in face processing , 2015, Front. Hum. Neurosci..

[12]  P. Leeflang,et al.  Understanding the Marketing Department's Influence within the Firm , 2009 .

[13]  Colin B. Gabler,et al.  Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict , 2017 .

[14]  C. A. Matos,et al.  Word-of-mouth communications in marketing: a meta-analytic review of the antecedents and moderators , 2008 .

[15]  Zachary R. Hall,et al.  The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value , 2020, Journal of Service Research.

[16]  Niladri B. Syam,et al.  Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values , 2014 .

[17]  E. Salas,et al.  Expertise-Based Intuition and Decision Making in Organizations , 2010 .

[18]  Christian Homburg,et al.  When should the customer really be king? : On the optimum level of salesperson customer orientation in sales encounters , 2011 .

[19]  A. Kruglanski,et al.  Persuasion by a Single Route: A View From the Unimodel , 1999 .

[20]  Issues in Solving the Problem of Effect Size Heterogeneity in Meta-Analytic Structural Equation Modeling: A Commentary and Simulation Study on Yu, Downes, Carter, and O’Boyle (2016) , 2018, The Journal of applied psychology.

[21]  J. Edwards,et al.  The value of value congruence. , 2009, The Journal of applied psychology.

[22]  J. Aitchison,et al.  The multivariate Poisson-log normal distribution , 1989 .

[23]  Michael Ahearne,et al.  The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions , 2015 .

[24]  Valter Afonso Vieira,et al.  A Mediação da Ambidestria do Vendedor na Relação entre Estresse e Desempenho , 2017 .

[25]  S. Epstein.  Cognitive-Experiential Self-Theory of Personality , 2003 .

[26]  E. Nijssen,et al.  Beyond the retention - acquisition trade-off: capabilities of ambidextrous sales organizations , 2017 .

[27]  George R. Franke,et al.  Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis , 2006 .

[28]  V. Kumar,et al.  Using a customer-Level marketing strategy to enhance firm performance: A review of theoretical and empirical evidence , 2005 .

[29]  Son K. Lam,et al.  Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework , 2016 .

[30]  E. Nijssen,et al.  Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling , 2017 .

[31]  Mo Wang,et al.  Leader-follower congruence in proactive personality and work outcomes: The mediating role of leader-member exchange , 2012 .

[32]  J. Schepers,et al.  Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance , 2013 .

[33]  Ko de Ruyter,et al.  Generating Sales While Providing Service: A Study of Customer Service Representatives' Ambidextrous Behavior , 2012 .

[34]  Daniel G. Bachrach,et al.  Is There a Dark Side of Ambidexterity? Implications of Dueling Sales and Service Orientations , 2017 .

[35]  D. Hine,et al.  Thinking styles and decision making: A meta-analysis. , 2016, Psychological bulletin.

[36]  Rita de Cássia de Faria Pereira,et al.  The role of self-regulatory mode on acquisition–retention ambidexterity , 2019, Journal of Business & Industrial Marketing.

[37]  Shankar Ganesan,et al.  Managing Customer and Organizational Complexity in Sales Organizations , 2014 .

[38]  Daniel G. Bachrach,et al.  The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization , 2017 .

[39]  Neil A. Morgan,et al.  Strategic goal accomplishment in export ventures: the role of capabilities, knowledge, and environment , 2018 .

[40]  Christopher J. Lake,et al.  Meta‐analytic Investigations of the Relation Between Intuition and Analysis , 2017 .

[41]  C. Betsch.  Präferenz für Intuition und Deliberation (PID) , 2004 .

[42]  Christopher R. Plouffe,et al.  Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance , 2017 .

[43]  Daniel G. Bachrach,et al.  Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance , 2017 .

[44]  P. Sok,et al.  The effect of 'can do' and 'reason to' motivations on service-sales ambidexterity , 2016 .

[45]  Dhruv Grewal,et al.  Understanding social media effects across seller, retailer, and consumer interactions , 2013, Journal of the Academy of Marketing Science.

[46]  Ko de Ruyter,et al.  Achieving Service-Sales Ambidexterity , 2013 .

[47]  Steven P. Brown,et al.  On the use of beta coefficients in meta-analysis. , 2005, The Journal of applied psychology.

[48]  G. Gigerenzer,et al.  Intuitive and Deliberate Judgments Are Based on Common Principles This Article Has Been Corrected. See Last Page , 2022 .

[49]  Seymour Epstein,et al.  Cognitive-experiential self-theory. , 1998 .

[50]  P. Danaher,et al.  The Complementarity of Frontline Service Employee Creativity and Attention to Detail in Service Delivery , 2018 .

[51]  F. J. Weinberg,et al.  How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition , 2014 .

[52]  T. Baker,et al.  Understanding the long-term implications of retailer returns in business-to-business relationships , 2018 .

[53]  M. Ahearne,et al.  When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension , 2015 .

[54]  P. Patterson,et al.  Killing two birds with one stone: Cross-selling during service delivery , 2014 .

[55]  H. Erb,et al.  Searching for commonalities in human judgement: The parametric unimodel and its dual mode alternatives , 2003 .

[56]  Son K. Lam,et al.  The Role of Leaders in Internal Marketing , 2009 .

[57]  D. Yves von Cramon,et al.  What Neuroscience Can Tell about Intuitive Processes in the Context of Perceptual Discovery , 2006, Journal of Cognitive Neuroscience.

[58]  M. Ahearne,et al.  It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success , 2013 .

[59]  M. Perugini,et al.  The moderator role of intuitive versus deliberative decision making for the predictive validity of implicit and explicit measures , 2007 .

[60]  D. Bachrach,et al.  You don't always get what you want, and you don't always want what you get: An examination of control-desire for control congruence in transactional relationships. , 2015, The Journal of applied psychology.

[61]  S. Tarba,et al.  Organizational Ambidexterity and Performance: A Meta-Analysis , 2013 .

[62]  Seymour Epstein,et al.  An experiential thinking style: its facets and relations with objective and subjective criterion measures. , 2011, Journal of personality.

[63]  K. Ruyter,et al.  Converting service encounters into cross-selling opportunities: Does faith in supervisor ability help or hinder service-sales ambidexterity? , 2015 .

[64]  Steven P. Brown,et al.  The Influence of Goal Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test , 1999 .