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Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity
3 references·16 citing·45 second hop
Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity (1997)Salesforce automation issues prior to imp…Trust Earning Perceptions of Sellers and Buyers (2013)Trust Earning Perceptions of …Gaining Customer Trust: A Conceptual Guide for the Salesperson (2013)Gaining Customer Trust: A Con…Generalized expectancies for internal versus external control of reinforcement. 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References

  • 1966Generalized expectancies for internal versus external control of reinforcement.21,937 cited
  • 2013Trust Earning Perceptions of Sellers and Buyers278 cited
  • 2013Gaining Customer Trust: A Conceptual Guide for the Salesperson214 cited

Cited by

  • 2008The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort191 cited
  • 2002Selling in the new millennium155 cited
  • 2018The dark side of technology: examining the impact of technology overload on salespeople109 cited
  • 2001An Exploratory Study of Sales Force Automation Practices: Expectations and Realities105 cited
  • 2010The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation91 cited
  • 2000Sales force automation usage, effectiveness, and cost‐benefit in Germany, England and the United States89 cited
  • 2006Sales force automation: review, critique, research agenda88 cited
  • 2005An empirical investigation of technology acceptance in a field sales force setting84 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
  • 2002

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Infusing Technology into Personal Selling
72 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
  • 2005Perceptions of sales force automation: Differences between sales force and management56 cited
  • 2021The impact of firm-level and project-level it capabilities on CRM system quality and organizational productivity56 cited