Deliberation Revisited

Lonial, Subash

doi:10.1177/009207038301100102

Cited by 2 publications

(3 citation statements)

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“…Stanovich () labeled rapid unconscious processing of information “System 1,” and slower, conscious processing as “System 2.” Researchers later defined System 1 as being intuitive and System 2 as being deliberative (Evans, ). The deliberative process requires highly demanding cognitive effort and conscious reasoning so as to frame cause and effect relationships (Lonial, ; Norris & Epstein, ). Deliberation relies on logical evidence and extended time to make judgments (Betsch, ), while intuition results in a feeling of knowing without knowing why and at the time cannot be rationally explained (Hodgkinson, Sadler‐Smith, Burke, Claxton, & Sparrow, ).…”

Section: Conceptual Backgroundmentioning

confidence: 99%

How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition

Locander

Mulki

Weinberg

2014

Psychology and Marketing

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This research explores how salespeople make decisions and what factors influence these decisions. Research in psychology suggests that, in making decisions, people use both intuition and deliberation, often relying on some degree of both processes. This study examines the impact of emotion, intuition, and deliberation on a salesperson's adaptability and resulting performance. Intuition is found to play a significant moderating role in the relationships between both deliberation and regulation of emotions on adaptive selling. However, as anticipated, the role of this moderation variable differs for each of these relationships. Findings suggest that intuition provides an important input to deliberative and emotive thought processes, and plays an important role in salesperson adaptiveness. Implications for salesperson mentoring and training programs are explored.

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Section: Conceptual Backgroundmentioning

confidence: 99%

How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition

Locander

Mulki

Weinberg

2014

Psychology and Marketing

View full text Add to dashboard Cite

show abstract

“…Consumer characteristics such as education, length of residence, marital status, income, household size, occupation, age, etc., are often associated with shopping deliberateness (Lonial, 1983;Miller and Zikmund, 1975;Newman, 1977). During the course of the study, data were collected on selected socio-demographic characteristics of the respondents.…”

Section: Socio-demographic Profilementioning

confidence: 99%

“…

Although a consensual definition is yet to emerge, shopping deliberateness refers to the pursuit, acquisition and use of information preceding and during a consumption act. As aptly observed by Newman (1977) and Lonial (1983), shopping deliberateness is a matter of degree and manifests itself in reading newspaper advertisements, preparing shopping lists, shopping at multiple stores, frequent shopping (Miller and Zikmund, 1975), consulting personal sources of information (Freiden and Goldsmith, 1989) and in-store comparisons (Yavas et al, 1976).

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confidence: 99%