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On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts
16 references·13 citing·41 second hop
On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts (2019)On conceptualizing, measuring, and managi…The second machine age: work, progress, and prosperity in a time of brilliant technologies (2015)The second machine age: work,…Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM (2013)Social media technology usage…IT Assets, Organizational Capabilities, and Firm Performance: How Resource Allocations and Organizational Differences Explain Performance Variation (2007)IT Assets, Organizational Cap…Understanding User Responses to Information Technology: A Coping Model of User Adaptation1 (2005)Understanding User Responses …Information Technology and the Performance of the Customer Service Process: A Resource-Based Analysis1 (2005)Information Technology and th…A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies (2000)A Theoretical Extension of th…Humans and Automation: Use, Misuse, Disuse, Abuse (1997)Humans and Automation: Use, M…Task-Technology Fit and Individual Performance (1995)Task-Technology Fit and Indiv…Constructing validity: Basic issues in objective scale development. (1995)Constructing validity: Basic …Market Information Processing and Organizational Learning (1994)Market Information Processing…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Capturing the Complexity in Advanced Technology Use: Adaptive Structuration Theory (1994)Capturing the Complexity in A…Organizational Learning: The Contributing Processes and the Literatures (1991)Organizational Learning: The …Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…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 past, present, and future of adaptive selling: Toward an integrative framework (2025)The past, present, and future…The impact of generative AI technology on B2B sales process and performance: an empirical study (2025)The impact of generative AI t…Metaverse and B2B marketing: untapped research opportunities (2025)Metaverse and B2B marketing: …Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers (2025)Challenges of the digital lan…The contingent effects of innovative digital sales technologies on B2B firms’ financial performance (2024)The contingent effects of inn…Enhancing B2B sales through digital transformation: Insights into effective sales enablement (2024)Enhancing B2B sales through d…Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance (2023)Value-Based Selling Capabilit…Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem (2023)Integrating technology within…Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance (2022)Synergies between salesperson…Explaining the Sales Transformation through an institutional lens (2022)Explaining the Sales Transfor…The impact of digital transformation on salespeople: an empirical investigation using the JD-R model (2021)The impact of digital transfo…Standardized vs. customized firm-initiated interactions: Their effect on customer gratitude and performance in a B2B context (2021)Standardized vs. customized f…The effect of information technology assimilation on firm performance in B2B scenarios (2020)The effect of information tec…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The DeLone and McLean Model of Information Systems Success: A Ten-Year Update (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)User Acceptance of Information Technology: Toward A Unified View1 (2003)Self-efficacy mechanism in human agency. 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(1983)Toward a knowledge‐based theory of the firm (1996)Review : Knowledge Management and Knowledge Management Systems: Conceptual Foundations And Research Issues1,2 (2001)Absorptive Capacity: A Review, Reconceptualization, and Extension (2002)The theory of planned behavior (1991)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)Central Problems in Social Theory (1979)Content Analysis: An Introduction to its Methodology. (1984)Qualitative Data Analysis: A Sourcebook of New Methods (1986)Design and natural science research on information technology (1995)Research Commentary: Desperately Seeking the “IT” in IT Research—A Call to Theorizing the IT Artifact (2001)10 Sociomateriality: Challenging the Separation of Technology, Work and Organization (2008)Why Are There Still So Many Jobs? 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this work references cited by second hop

References

  • 1989Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology68,271 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
  • 1991Organizational Learning: The Contributing Processes and the Literatures8,066 cited
  • 1995Constructing validity: Basic issues in objective scale development.6,561 cited
  • 1995Task-Technology Fit and Individual Performance5,991 cited
  • 1997Humans and Automation: Use, Misuse, Disuse, Abuse4,525 cited
  • 2015The second machine age: work, progress, and prosperity in a time of brilliant technologies4,380 cited
  • 1994Capturing the Complexity in Advanced Technology Use: Adaptive Structuration Theory3,870 cited
  • 1994Market Information Processing and Organizational Learning1,536 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 2005Information Technology and the Performance of the Customer Service Process: A Resource-Based Analysis11,010 cited
  • 2007IT Assets, Organizational Capabilities, and Firm Performance: How Resource Allocations and Organizational Differences Explain Performance Variation947 cited
  • 2013Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM

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882 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 2005Understanding User Responses to Information Technology: A Coping Model of User Adaptation1869 cited
  • Cited by

    • 2021The impact of digital transformation on salespeople: an empirical investigation using the JD-R model125 cited
    • 2020The effect of information technology assimilation on firm performance in B2B scenarios41 cited
    • 2022Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance30 cited
    • 2024The contingent effects of innovative digital sales technologies on B2B firms’ financial performance29 cited
    • 2024Enhancing B2B sales through digital transformation: Insights into effective sales enablement27 cited
    • 2023Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance23 cited
    • 2022Explaining the Sales Transformation through an institutional lens22 cited
    • 2021Standardized vs. customized firm-initiated interactions: Their effect on customer gratitude and performance in a B2B context21 cited
    • 2023Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem18 cited
    • 2025The past, present, and future of adaptive selling: Toward an integrative framework14 cited
    • 2025The impact of generative AI technology on B2B sales process and performance: an empirical study13 cited
    • 2025Metaverse and B2B marketing: untapped research opportunities8 cited
    • 2025Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers7 cited