Behavioral economists who study prospect theory have coined the term “loss aversion” to describe the rather common human tendency that people strongly prefer to avoid losses rather than acquire gains. Studies have shown that people find losing two times more painful than not winning. That...The post How to Determine if Your Sales Force Prefers Not Losing to Winning appeared first on BI WORLDWIDE Blog - Driving Engagement. ~ http://feedproxy.google.com/~r/BIWORLDWIDE/~3/CLZ-Ta1pkcc/