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The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation
16 references·16 citing·21 second hopsampled
The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation (2010)The impact of management commitment align…Diffusion of Innovations 1 (2019)Diffusion of Innovations 1User Acceptance of Information Technology: Toward A Unified View1 (2003)User Acceptance of Informatio…A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)A Theoretical Extension of th…Use of partial least squares (PLS) in strategic management research: a review of four recent studies (1999)Use of partial least squares …Understanding Information Technology Usage: A Test of Competing Models (1995)Understanding Information Tec…Capturing the Complexity in Advanced Technology Use: Adaptive Structuration Theory (1994)Capturing the Complexity in A…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 behaviorJob Satisfaction and Organizational Commitment as Predictors of Organizational Citizenship and In-Role Behaviors (1991)Job Satisfaction and Organiza…Development of an Instrument to Measure the Perceptions of Adopting an Information Technology Innovation (1991)Development of an Instrument …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…The Bases of Social Power (1986)The Bases of Social PowerA Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…A Social Information Processing Approach to Job Attitudes and Task Design (1978)A Social Information Processi…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Sales technology research: a review and future research agenda (2023)Sales technology research: a …The triggers and consequences of digital sales: a systematic literature review (2022)The triggers and consequences…Drivers of salespeople’s AI acceptance: what do managers think? (2022)Drivers of salespeople’s AI a…The impact of firm-level and project-level it capabilities on CRM system quality and organizational productivity (2021)The impact of firm-level and …How information technology capability and knowledge integration capability interact to affect business model design:A polynomial regression with response surface analysis (2021)How information technology ca…A process model of tacit knowledge transfer between sales and marketing (2021)A process model of tacit know…Sales enablement: conceptualizing and developing a dynamic capability (2020)Sales enablement: conceptuali…Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions (2020)Engaging a product-focused sa…Adoption of digital sales force automation tools in supply chain: Customers' acceptance of sales configurators (2020)Adoption of digital sales for…The mediating role of organizational complexity between enterprise resource planning and business model innovation (2019)The mediating role of organiz…Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction (2018)Are mobile devices a blessing…Using structural technology acceptance models to segment intended users of a new technology: Propositions and an empirical illustration (2017)Using structural technology a…The influence of sales force technology use on outcome performance (2015)The influence of sales force …The effect of entrepreneurial leadership towards organizational performance (2015)The effect of entrepreneurial…Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage (2013)Salesperson competitive intel…E-mentoring: The adoption process and innovation challenge (2012)E-mentoring: The adoption pro…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-efficacy mechanism in human agency. (1982)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)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)Understanding Attitudes and Predicting Social Behavior (1980)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)A Coefficient of Agreement for Nominal Scales (1960)The Strength of Weak Ties (1973)Diffusion of innovations. (2003)Older Adults' Reasons for Using Technology while Aging in Place (2015)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1991The theory of planned behavior90,729 cited
  • 1989Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology68,271 cited
  • 2003User Acceptance of Information Technology: Toward A Unified View144,945 cited
  • 2019Diffusion of Innovations 137,320 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
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1991Development of an Instrument to Measure the Perceptions of Adopting an Information Technology Innovation9,145 cited
  • 1995Understanding Information Technology Usage: A Test of Competing Models8,810 cited
  • 1999Use of partial least squares (PLS) in strategic management research: a review of four recent studies7,307 cited
  • 1991Job Satisfaction and Organizational Commitment as Predictors of Organizational Citizenship and In-Role Behaviors6,266 cited
  • 1992Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 16,231 cited
  • 1978A Social Information Processing Approach to Job Attitudes and Task Design5,564 cited

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  • 1986The Bases of Social Power4,542 cited
  • 1994Capturing the Complexity in Advanced Technology Use: Adaptive Structuration Theory3,870 cited
  • Cited by

    • 2013Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage116 cited
    • 2020Adoption of digital sales force automation tools in supply chain: Customers' acceptance of sales configurators85 cited
    • 2015The influence of sales force technology use on outcome performance83 cited
    • 2021How information technology capability and knowledge integration capability interact to affect business model design:A polynomial regression with response surface analysis72 cited
    • 2020Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions69 cited
    • 2018Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction68 cited
    • 2020Sales enablement: conceptualizing and developing a dynamic capability64 cited
    • 2019The mediating role of organizational complexity between enterprise resource planning and business model innovation61 cited
    • 2023Sales technology research: a review and future research agenda61 cited
    • 2021The impact of firm-level and project-level it capabilities on CRM system quality and organizational productivity56 cited
    • 2022Drivers of salespeople’s AI acceptance: what do managers think?55 cited
    • 2022The triggers and consequences of digital sales: a systematic literature review53 cited
    • 2021A process model of tacit knowledge transfer between sales and marketing49 cited
    • 2017Using structural technology acceptance models to segment intended users of a new technology: Propositions and an empirical illustration45 cited
    • 2012E-mentoring: The adoption process and innovation challenge44 cited
    • 2015The effect of entrepreneurial leadership towards organizational performance42 cited