Decision‐Framing Helps Make the Sale
Decision‐Framing Helps Make the Sale
复制标题
决策框架有助于销售
DOI：
10.1108/eum0000000002543
复制
发表时间：
1989
影响因子：
2.8
通讯作者：
Laurie A. Babin
中科院分区：
文献类型：
--
作者：
Scot Burton;Laurie A. Babin
考虑到相关的营销从业人员的最新研究结果的决策框架的过程。介绍了最近的实证研究结果的概述和研究的理论基础的简要说明。推测，即使相关的客观信息保持不变，备选方案的决策框架对备选方案之间的选择有重大影响。
Considers the relevance for marketing practitioners of the recent research findings about the decision‐framing process. Presents an overview of recent empirical research findings and a brief description of the theoretical rationale of the research. Surmises that decision‐framing of alternatives has a substantial impact on the choice among alternatives, even when relevant objective information remains invariant.