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An Exploratory Study of Sales Force Automation Practices: Expectations and Realities
3 references·16 citing·45 second hop
An Exploratory Study of Sales Force Automation Practices: Expectations and Realities (2001)An Exploratory Study of Sales Force Autom…Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (1999)Rethinking the Sales Force: R…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 …Drivers of salespeople’s AI acceptance: what do managers think? 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References

  • 1999Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value185 cited
  • 1997Salesforce automation and the adoption of technological innovations by salespeople: theory and implications121 cited
  • 1997Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity91 cited

Cited by

  • 2012Social Media’s Influence on Business-to-Business Sales Performance314 cited
  • 2018Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training145 cited
  • 2014Examining impacts of technostress on the professional salesperson's behavioural performance141 cited
  • 2009Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes126 cited
  • 2002The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change108 cited
  • 2006Sales force automation: review, critique, research agenda88 cited
  • 2005An empirical investigation of technology acceptance in a field sales force setting84 cited
  • 2009How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors77 cited
  • 2002Infusing Technology into Personal Selling72 cited
  • 2005Understanding sales force automation outcomes: A managerial perspective

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72 cited
  • 2023Sales technology research: a review and future research agenda61 cited
  • 2005Perceptions of sales force automation: Differences between sales force and management56 cited
  • 2022Drivers of salespeople’s AI acceptance: what do managers think?55 cited
  • 2005A Three-Stage Model for Assessing and Improving Sales Force Training and Development51 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