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Factors Leading to Sales Force Automation Use: A Longitudinal Analysis
16 references·16 citing·19 second hopsampled
Factors Leading to Sales Force Automation Use: A Longitudinal Analysis (2002)Factors Leading to Sales Force Automation…Diffusion of Innovations 1 (2019)Diffusion of Innovations 1Diffusion of Innovations (2012)Diffusion of InnovationsA Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)A Theoretical Extension of th…The partial least squares approach for structural equation modeling. (1998)The partial least squares app…Modern Methods for Business Research (1998)Modern Methods for Business R…Issues and opinion on structural equation modeling (1998)Issues and opinion on structu…Understanding Information Technology Usage: A Test of Competing Models (1995)Understanding Information Tec…Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 1 (1992)Extrinsic and Intrinsic Motiv…The theory of planned behavior (1991)The theory of planned behaviorPredicting User Intentions: Comparing the Technology Acceptance Model with the Theory of Planned Behavior (1991)Predicting User Intentions: C…User Acceptance of Computer Technology: A Comparison of Two Theoretical Models (1989)User Acceptance of Computer T…Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)Perceived Usefulness, Perceiv…From Intentions to Actions: A Theory of Planned Behavior (1985)From Intentions to Actions: A…Action control : from cognition to behavior (1985)Action control : from cogniti…Understanding Attitudes and Predicting Social Behavior (1980)Understanding Attitudes and P…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…What motivates users' viewing and purchasing behavior motivations in live streaming: A stream-streamer-viewer perspective (2022)What motivates users' viewing…Social media as a resource in SMEs’ sales process (2017)Social media as a resource in…Consumer adaptation and infusion of wearable devices for healthcare (2017)Consumer adaptation and infus…The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media (2015)The use of social media in sa…Determinants of social media adoption by B2B organizations (2015)Determinants of social media …Technostress: negative effect on performance and possible mitigations (2014)Technostress: negative effect…The role of perceived organizational support, distributive justice and motivation in reactions to new information technology (2011)The role of perceived organiz…Examining the antecedents of work connectivity behavior during non-work time (2011)Examining the antecedents of …Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy (2010)Motivating Salespeople to Sel…Social influence on salespeople’s adoption of sales technology: a multilevel analysis (2009)Social influence on salespeop…Explaining non-work-related computing in the workplace: A comparison of alternative models (2008)Explaining non-work-related c…Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness (2007)Why sales reps should welcome…Looking Forward: Toward an Understanding of the Nature and Definition of IT Acceptance (2007)Looking Forward: Toward an Un…Customer relationship management: Finding value drivers (2006)Customer relationship managem…A Longitudinal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance (2006)A Longitudinal Examination of…Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors (2005)Moving beyond the direct effe…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Efficacy of the Theory of Planned Behaviour: A meta‐analytic review (2001)Self-efficacy mechanism in human agency. (1982)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The DeLone and McLean Model of Information Systems Success: A Ten-Year Update (2003)Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)User Acceptance of Information Technology: Toward A Unified View1 (2003)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)When to use and how to report the results of PLS-SEM (2018)The Strength of Weak Ties (1973)Diffusion of innovations. (2003)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)
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References

  • 1991The theory of planned behavior90,729 cited
  • 1989Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology68,271 cited
  • 2019Diffusion of Innovations 137,320 cited
  • 1980Understanding Attitudes and Predicting Social Behavior25,805 cited
  • 1989User Acceptance of Computer Technology: A Comparison of Two Theoretical Models25,696 cited
  • 2000A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies22,991 cited
  • 1985From Intentions to Actions: A Theory of Planned Behavior19,049 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1998The partial least squares approach for structural equation modeling.12,728 cited
  • 1995Understanding Information Technology Usage: A Test of Competing Models8,810 cited
  • 1998Modern Methods for Business Research6,534 cited
  • 1992Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 16,231 cited
  • 1998Issues and opinion on structural equation modeling4,577 cited
  • 1991Predicting User Intentions: Comparing the Technology Acceptance Model with the Theory of Planned Behavior4,215 cited
  • 1985Action control : from cognition to behavior

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3,431 cited
  • 2012Diffusion of Innovations3,206 cited
  • Cited by

    • 2014Technostress: negative effect on performance and possible mitigations787 cited
    • 2006Customer relationship management: Finding value drivers407 cited
    • 2015Determinants of social media adoption by B2B organizations352 cited
    • 2015The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media283 cited
    • 2022What motivates users' viewing and purchasing behavior motivations in live streaming: A stream-streamer-viewer perspective236 cited
    • 2010Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy205 cited
    • 2007Looking Forward: Toward an Understanding of the Nature and Definition of IT Acceptance203 cited
    • 2008Explaining non-work-related computing in the workplace: A comparison of alternative models201 cited
    • 2017Consumer adaptation and infusion of wearable devices for healthcare187 cited
    • 2007Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness186 cited
    • 2005Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors179 cited
    • 2017Social media as a resource in SMEs’ sales process168 cited
    • 2011Examining the antecedents of work connectivity behavior during non-work time161 cited
    • 2009Social influence on salespeople’s adoption of sales technology: a multilevel analysis154 cited
    • 2011The role of perceived organizational support, distributive justice and motivation in reactions to new information technology147 cited
    • 2006A Longitudinal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance147 cited