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Operations Research Improves Sales Force Productivity at IBM
6 references·0 citing·22 second hop
Operations Research Improves Sales Force Productivity at IBM (2010)Operations Research Improves Sales Force …Analytics-driven solutions for customer targeting and sales-force allocation (2007)Analytics-driven solutions fo…The new science of sales force productivity. (2006)The new science of sales forc…Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management (2004)Data Mining Techniques: For M…The Hidden Minefields in the Adoption of Sales Force Automation Technologies (2002)The Hidden Minefields in the …Customer Relationship Management: Integrating Marketing Strategy and Information Technology (2002)Customer Relationship Managem…Technology and the Sales Force (2001)Technology and the Sales ForceThe theory of planned behavior (1991)The Commitment-Trust Theory of Relationship Marketing (1994)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)Technostress: Technological Antecedents and Implications1 (2011)Technostress: negative effect on performance and possible mitigations (2014)Diffusion of Innovations 1 (2019)Coefficient Alpha and the Internal Structure of Tests (1951)Transformational Leadership: An Initial Investigation in Sales Management (1995)Why Transformation Efforts Fail (1996)Selling in the new millennium (2002)The impact of digital transformation on salespeople: an empirical investigation using the JD-R model (2021)Application of data mining techniques in customer relationship management: A literature review and classification (2008)A comparison of machine learning techniques for customer churn prediction (2015)Using Data Sciences in Digital Marketing: Framework, methods, and performance metrics (2020)Relationship marketing: schools of thought and future research directions (2005)Relationship Drivers of Customer Commitment (2007)The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort (2008)High-quantile modeling for customer wallet estimation and other applications (2007)Integrating the value of salespeople and systems: Adapting the benefits dependency network (2008)A Progress Advisor for IT Service Engagements (2015)Role identity and attributions of high‐performing salespeople (2009)Boosting sales force morale in highly dynamic, complex markets: The role of job resources (2018)
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References

  • 2004Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management1,226 cited
  • 2002The Hidden Minefields in the Adoption of Sales Force Automation Technologies485 cited
  • 2002Customer Relationship Management: Integrating Marketing Strategy and Information Technology198 cited
  • 2001Technology and the Sales Force111 cited
  • 2006The new science of sales force productivity.32 cited
  • 2007Analytics-driven solutions for customer targeting and sales-force allocation24 cited

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