Risk taking in sales-force selection decisions: The impact of decision frame and time



A field experiment was conducted in which managers selected between two differentially risky candidates for an open sales position. Decision frame (gain or loss) and time until decision outcome (close or distant) were manipulated. As predicted by the Mowen and Mowen (1991) time and outcome valuation (TOV) model, an interaction occurred between decision frame and time such that preferences for the more- or less-risky candidate varied based upon these conditions. The results are discussed in terms of the potential for improving sales management selection decisions. © 1995 John Wiley & Sons, Inc.