Research on Cognitive Biases of salesperson

2017 Fiscal Year Final Research Report

• Project/Area Number: 25380587
• Research Category: Grant-in-Aid for Scientific Research (C)
• Allocation Type: Multi-year Fund
• Section: 一般
• Research Field: Commerce
• Research Institution: Hiroshima University of Economics
• Principal Investigator: Kenichi Hosoi 広島経済大学, 経済学部, 教授 (30279054)
• Project Period (FY): 2013-04-01 – 2018-03-31
• Keywords: 営業活動 / ネットワーク / 認知

Outline of Final Research Achievements

Generally, networks help salespersons. Therefore, a person who are in a center of a network is overly or wrongly regarded as a good prospect. A purpose of this study is uncovering biases caused by network. Based on this research, prospects who promotes established technique or method are a good prospect as for sales volume. But, they are not a good prospect as for acceptance of innovative new products or new technology. Similarly, prospects who have rich work-related network is good for sales volume. For acceptance of innovative products, however, prospects who have rich private network are good prospect. Prospects with rich network is not always good prospects. Appropriate network is different depending on situations.

Free Research Field

商学