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Salesforce automation and the adoption of technological innovations by salespeople: theory and implications
16 references·16 citing·38 second hopsampled
Salesforce automation and the adoption of technological innovations by salespeople: theory and implications (1997)Salesforce automation and the adoption of…Diffusion of Innovations 1 (2019)Diffusion of Innovations 1Impulse response analysis in nonlinear multivariate models (1996)Impulse response analysis in …A Simple Estimator of Cointegrating Vectors in Higher Order Integrated Systems (1993)A Simple Estimator of Cointeg…A Test of Services Marketing Theory: Consumer Information Acquisition Activities (1991)A Test of Services Marketing …The Noise Trader Approach to Finance (1990)The Noise Trader Approach to …Positive Feedback Investment Strategies and Destabilizing Rational Speculation (1990)Positive Feedback Investment …Noise Trader Risk in Financial Markets (1990)Noise Trader Risk in Financia…How Competitive Forces Shape Strategy (1989)How Competitive Forces Shape …Social Contagion and Innovation: Cohesion versus Structural Equivalence (1987)Social Contagion and Innovati…Co-Integration and Error Correction: Representation, Estimation, and Testing (1987)Co-Integration and Error Corr…Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study (1983)Negative Word-of-Mouth by Dis…Innovativeness: The Concept and Its Measurement (1978)Innovativeness: The Concept a…The Distribution of Gains between Investing and Borrowing Countries (1975)The Distribution of Gains bet…The Strength of Weak Ties (1973)The Strength of Weak TiesRole of Product-Related Conversations in the Diffusion of a New Product (1967)Role of Product-Related Conve…The economic development of Latin America and its principal problems (1950)The economic development of L…Studying the antecedents and outcome of social media use by salespeople using a MOA framework (2020)Studying the antecedents and …Social media as a resource in SMEs’ sales process (2017)Social media as a resource in…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…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…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…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…An empirical investigation of technology acceptance in a field sales force setting (2005)An empirical investigation of…Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence (2004)Effect of Technology on Sales…Selling in the new millennium (2002)Selling in the new millenniumSalesforce automation systems: an exploratory examination of organizational factors associated with effective implementation and salesforce productivity (2002)Salesforce automation systems…An Exploratory Study of Sales Force Automation Practices: Expectations and Realities (2001)An Exploratory Study of Sales…Sales force automation usage, effectiveness, and cost‐benefit in Germany, England and the United States (2000)Sales force automation usage,…Organisational factors and knowledge management within large marketing departments: an empirical study (1999)Organisational factors and kn…Stochastic Simulation (1987)The Dynamic Effects of Aggregate Demand and Supply Disturbances (1988)Generalized impulse response analysis in linear multivariate models (1998)Better to give than to receive: Predictive directional measurement of volatility spillovers (2011)On the network topology of variance decompositions: Measuring the connectedness of financial firms (2014)A New Product Growth Model for Consumer Durables (1976)The Network Structure Of Social Capital (2000)Social Capital: Prospects for a New Concept (2002)Network Structure and Knowledge Transfer: The Effects of Cohesion and Range (2003)Distribution of the Estimators for Autoregressive Time Series with a Unit Root (1979)Statistical analysis of cointegration vectors (1988)Likelihood-Based Inference in Cointegrated Vector Autoregressive Models (1995)An Autoregressive Distributed-Lag Modelling Approach to Cointegration Analysis (2012)Modelling Asymmetric Cointegration and Dynamic Multipliers in a Nonlinear ARDL Framework (2014)The General Theory of Employment, Interest and Money. (1936)The Behavior of Stock-Market Prices (1965)Continuous Auctions and Insider Trading (1985)The Limits of Arbitrage (1995)Investor Psychology and Security Market Under‐ and Overreactions (1998)Investor Sentiment and the Cross‐Section of Stock Returns (2006)The Psychology of Interpersonal Relations. (1958)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)The Benefits of Facebook “Friends:” Social Capital and College Students’ Use of Online Social Network Sites (2007)The Interpersonal Theory of Psychiatry (2013)Does the Stock Market Overreact? (1985)The impact of institutional trading on stock prices (1992)Investor Psychology and Asset Pricing (2001)Profitability of Momentum Strategies: An Evaluation of Alternative Explanations (2001)The Political Economy of the Resource Curse (1999)Coloniality of Power, Eurocentrism, and Latin America (2008)The Theory of Economic Development (2016)Diffusion of innovations. (2003)User Acceptance of Information Technology: Toward A Unified View1 (2003)MAXIMUM LIKELIHOOD ESTIMATION AND INFERENCE ON COINTEGRATION — WITH APPLICATIONS TO THE DEMAND FOR MONEY (1990)Bounds testing approaches to the analysis of level relationships (2001)From Competitive Advantage to Corporate Strategy (1989)Destination Positioning Analysis through a Comparison of Cognitive, Affective, and Conative Perceptions (2004)Progress in information technology and tourism management: 20 years on and 10 years after the Internet—The state of eTourism research (2008)
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References

  • 1973The Strength of Weak Ties40,446 cited
  • 2019Diffusion of Innovations 137,320 cited
  • 1987Co-Integration and Error Correction: Representation, Estimation, and Testing31,983 cited
  • 1990Noise Trader Risk in Financial Markets6,259 cited
  • 1996Impulse response analysis in nonlinear multivariate models5,071 cited
  • 1993A Simple Estimator of Cointegrating Vectors in Higher Order Integrated Systems5,042 cited
  • 1950The economic development of Latin America and its principal problems3,314 cited
  • 1989How Competitive Forces Shape Strategy3,267 cited
  • 1987Social Contagion and Innovation: Cohesion versus Structural Equivalence2,402 cited
  • 1990Positive Feedback Investment Strategies and Destabilizing Rational Speculation2,197 cited
  • 1975The Distribution of Gains between Investing and Borrowing Countries1,834 cited
  • 1967Role of Product-Related Conversations in the Diffusion of a New Product1,809 cited
  • 1983Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study1,808 cited
  • 1990The Noise Trader Approach to Finance1,636 cited
  • 1991A Test of Services Marketing Theory: Consumer Information Acquisition Activities1,550 cited

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  • 1978Innovativeness: The Concept and Its Measurement1,549 cited
  • Cited by

    • 2015The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media283 cited
    • 1999Organisational factors and knowledge management within large marketing departments: an empirical study240 cited
    • 2008The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort191 cited
    • 2017Social media as a resource in SMEs’ sales process168 cited
    • 2002Selling in the new millennium155 cited
    • 2009Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes126 cited
    • 2002Salesforce automation systems: an exploratory examination of organizational factors associated with effective implementation and salesforce productivity119 cited
    • 2013Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage116 cited
    • 2001An Exploratory Study of Sales Force Automation Practices: Expectations and Realities105 cited
    • 2004Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence100 cited
    • 2020Studying the antecedents and outcome of social media use by salespeople using a MOA framework96 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
    • 2014Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation86 cited
    • 2005An empirical investigation of technology acceptance in a field sales force setting84 cited