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Infusing Technology into Personal Selling
3 references·16 citing·48 second hopsampled
Infusing Technology into Personal Selling (2002)Infusing Technology into Personal SellingAn Exploratory Study of Sales Force Automation Practices: Expectations and Realities (2001)An Exploratory Study of Sales…Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity (1997)Salesforce automation issues …Salesforce automation and the adoption of technological innovations by salespeople: theory and implications (1997)Salesforce automation and the…Sales technology research: a review and future research agenda (2023)Sales technology research: a …A conceptual model of the drivers and outcomes of mobile CRM application adoption (2016)A conceptual model of the dri…The influence of sales force technology use on outcome performance (2015)The influence of sales force …Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment (2012)Revolution in Sales: The Impa…Exploring the Impact of Sales Technology on Salesperson Performance: A Task-Base d Approach (2011)Exploring the Impact of Sales…The Benefits of Sales Force Automation: A Customer’s Perspective (2009)The Benefits of Sales Force A…How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors (2009)How does sales force automati…The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort (2008)The Sales Force Technology–Pe…Effects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes (2008)Effects of Sales Force Automa…Salespeople as information gatherers: Associated success factors (2006)Salespeople as information ga…Understanding sales force automation outcomes: A managerial perspective (2005)Understanding sales force aut…Sales technology within the salesperson's relationships: A research agenda (2005)Sales technology within the s…Impediments to sales force automation (2005)Impediments to sales force au…Empowering salespeople: Personal, managerial, and organizational perspectives (2005)Empowering salespeople: Perso…A Compendium of Sales-Related Literature in Customer Relationship Management: Processes and Technologies with Managerial Implications (2005)A Compendium of Sales-Related…Sales Force Automation and Sales Performance: Do Experience and Expertise Matter? 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Evidence from ‘Made in China 2025’ (2020)Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended (2020)Social Foundations of Thought and Action : A Social Cognitive Theory (1985)PSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION. (1995)Whence Consumer Loyalty? (1999)An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness (2009)Promoting Employee Flexibility Through HR Practices (2013)The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness (2014)Generalized expectancies for internal versus external control of reinforcement. 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References

  • 1997Salesforce automation and the adoption of technological innovations by salespeople: theory and implications121 cited
  • 2001An Exploratory Study of Sales Force Automation Practices: Expectations and Realities105 cited
  • 1997Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity91 cited

Cited by

  • 2012Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment241 cited
  • 2008The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort191 cited
  • 2015The influence of sales force technology use on outcome performance83 cited
  • 2005Empowering salespeople: Personal, managerial, and organizational perspectives82 cited
  • 2008Effects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes80 cited
  • 2009How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors77 cited
  • 2005Understanding sales force automation outcomes: A managerial perspective72 cited
  • 2005Impediments to sales force automation66 cited
  • 2023Sales technology research: a review and future research agenda61 cited
  • 2006Salespeople as information gatherers: Associated success factors59 cited

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2009
The Benefits of Sales Force Automation: A Customer’s Perspective
56 cited
  • 2011Exploring the Impact of Sales Technology on Salesperson Performance: A Task-Base d Approach52 cited
  • 2004Sales Force Automation and Sales Performance: Do Experience and Expertise Matter?51 cited
  • 2005Sales technology within the salesperson's relationships: A research agenda48 cited
  • 2016A conceptual model of the drivers and outcomes of mobile CRM application adoption47 cited
  • 2005A Compendium of Sales-Related Literature in Customer Relationship Management: Processes and Technologies with Managerial Implications42 cited