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Salesforce automation systems: an exploratory examination of organizational factors associated with effective implementation and salesforce productivity
16 references·16 citing·41 second hopsampled
Salesforce automation systems: an exploratory examination of organizational factors associated with effective implementation and salesforce productivity (2002)Salesforce automation systems: an explora…Clarifying the Entrepreneurial Orientation Construct and Linking It To Performance (1996)Clarifying the Entrepreneuria…The Comparative Advantage Theory of Competition (1995)The Comparative Advantage The…Market Orientation and the Learning Organization (1995)Market Orientation and the Le…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Organizational culture and leadership (1993)Organizational culture and le…Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)Corporate Culture, Customer O…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…ORGANIZATIONAL INNOVATION: A META-ANALYSIS OF EFFECTS OF DETERMINANTS AND MODERATORS. (1991)ORGANIZATIONAL INNOVATION: A …The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Absorptive Capacity: A New Perspective on Learning and Innovation (1990)Absorptive Capacity: A New Pe…In The Age of the Smart Machine: The Future of Work and Power. (1989)In The Age of the Smart Machi…Organizational commitment and psychological attachment: The effects of compliance, identification, and internalization on prosocial behavior. (1986)Organizational commitment and…Diffusion of innovations (1984)Diffusion of innovationsSales technology research: a review and future research agenda (2023)Sales technology research: a …Digitalization process of complex B2B sales processes – Enablers and obstacles (2020)Digitalization process of com…Implementing innovations within organizations: a systematic review and research agenda (2017)Implementing innovations with…Charismatic leadership and tacit knowledge sharing in the context of enterprise systems learning: the mediating effect of psychological safety climate and intrinsic motivation (2016)Charismatic leadership and ta…Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation (2014)Does information and communic…Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage (2013)Salesperson competitive intel…Organizational Climate and Perceived Manager Effectiveness: Influencing Perceived Usefulness of Knowledge Sharing Mechanisms (2013)Organizational Climate and Pe…Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry (2012)Performance Implications of C…An exploratory examination of shared values in channel relationships (2011)An exploratory examination of…The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation (2010)The impact of management comm…Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes (2009)Understanding the role of inf…Knowledge processes and learning outcomes in MNCs: an empirical investigation of the role of HRM practices in foreign subsidiaries (2009)Knowledge processes and learn…The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort (2008)The Sales Force Technology–Pe…Sales force automation: review, critique, research agenda (2006)Sales force automation: revie…Perceptions of sales force automation: Differences between sales force and management (2005)Perceptions of sales force au…Multiunit restaurant productivity assessment using three-phase data envelopment analysis (2005)Multiunit restaurant producti…Organizational Strategy, Structure, and Process (1978)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Market Orientation: Antecedents and Consequences (1993)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Dimensions of Consumer Expertise (1987)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)The Structuring of Organizations (1989)Corporate Social and Financial Performance: A Meta-Analysis (2003)Exploratory Innovation, Exploitative Innovation, and Performance: Effects of Organizational Antecedents and Environmental Moderators (2006)Diffusion of Innovations 1 (2019)A resource‐based view of the firm (1984)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Firm Resources and Sustained Competitive Advantage (1991)Review: The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions For Future Research1 (2004)Corporate Social Responsibility, Customer Satisfaction, and Market Value (2006)Customer value: The next source for competitive advantage (1997)The Theory of Economic Development (2003)Firm resources and sustained competitive advantage (2004)A framework of sustainable supply chain management: moving toward new theory (2008)The Social Psychology of Organizations. (1979)An Evolutionary Theory of Economic Change. (1983)Toward a knowledge‐based theory of the firm (1996)Capitalism, Socialism and Democracy (1997)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Absorptive Capacity: A Review, Reconceptualization, and Extension (2002)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Causation and Effectuation: Toward a Theoretical Shift from Economic Inevitability to Entrepreneurial Contingency (2001)Entrepreneurial Orientation and Business Performance: An Assessment of past Research and Suggestions for the Future (2009)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. 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References

  • 1990Absorptive Capacity: A New Perspective on Learning and Innovation35,597 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1993Organizational culture and leadership16,462 cited
  • 1996Clarifying the Entrepreneurial Orientation Construct and Linking It To Performance10,148 cited
  • 1990The Effect of a Market Orientation on Business Profitability7,973 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 1991ORGANIZATIONAL INNOVATION: A META-ANALYSIS OF EFFECTS OF DETERMINANTS AND MODERATORS.6,520 cited
  • 1995Market Orientation and the Learning Organization4,379 cited
  • 1990The Effect of a Market Orientation on Business Profitability4,254 cited
  • 1986Organizational commitment and psychological attachment: The effects of compliance, identification, and internalization on prosocial behavior.4,076 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis3,864 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations3,813 cited
  • 1989In The Age of the Smart Machine: The Future of Work and Power.3,254 cited

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  • 1995The Comparative Advantage Theory of Competition2,727 cited
  • 1984Diffusion of innovations2,715 cited
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    • 2005Multiunit restaurant productivity assessment using three-phase data envelopment analysis151 cited
    • 2009Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes126 cited
    • 2013Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage116 cited
    • 2011An exploratory examination of shared values in channel relationships93 cited
    • 2010The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation91 cited
    • 2006Sales force automation: review, critique, research agenda88 cited
    • 2014Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation86 cited
    • 2017Implementing innovations within organizations: a systematic review and research agenda81 cited
    • 2020Digitalization process of complex B2B sales processes – Enablers and obstacles68 cited
    • 2016Charismatic leadership and tacit knowledge sharing in the context of enterprise systems learning: the mediating effect of psychological safety climate and intrinsic motivation66 cited
    • 2012Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry63 cited
    • 2009Knowledge processes and learning outcomes in MNCs: an empirical investigation of the role of HRM practices in foreign subsidiaries63 cited
    • 2013Organizational Climate and Perceived Manager Effectiveness: Influencing Perceived Usefulness of Knowledge Sharing Mechanisms61 cited
    • 2023Sales technology research: a review and future research agenda61 cited
    • 2005Perceptions of sales force automation: Differences between sales force and management56 cited