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ArticleTechnology and the Sales Force

Scott A. Inks2001

Article2001

Technology and the Sales Force

111 citations·0/0 files stored·Industrial Marketing Management

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ERP Systems Implementation and Impact Technology Adoption and User Behaviour Information Systems Theories and Implementation

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References

1951Coefficient Alpha and the Internal Structure of Tests 1995Transformational Leadership: An Initial Investigation in Sales Management 1996Why Transformation Efforts Fail 1993DYNAMICS OF PLANNED ORGANIZATIONAL CHANGE: ASSESSING EMPIRICAL SUPPORT FOR A THEORETICAL MODEL.

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2008The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort 2002Selling in the new millennium 2021The impact of digital transformation on salespeople: an empirical investigation using the JD-R model 2005CRM in Sales-Intensive Organizations: A Review and Future Directions 2006Sales force automation: review, critique, research agenda 2005Empowering salespeople: Personal, managerial, and organizational perspectives 2020Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions 2020Digitalization process of complex B2B sales processes – Enablers and obstacles

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Details

Year2001

Typearticle

Published2001-07-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations111

Files0 public / 0

ShelfERP Systems Implementation and Impact

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doi10.1016/s0019-8501(99)00115-7

openalex_workW2207793777

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