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The Effect of Information Technology on Salesperson Performance · Study

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ChapterThe Effect of Information Technology on Salesperson Performance

Niels Schillewaert2014

Chapter2014

The Effect of Information Technology on Salesperson Performance

Niels Schillewaert · Michael Ahearne

29 citations·0/0 files stored·Developments in marketing science: proceedings of the Academy of Marketing Science

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Employee Performance and Motivation Technology Adoption and User Behaviour Corporate Governance and Management

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1992Basics of Qualitative Research: Grounded Theory Procedures and Techniques.1979A Paradigm for Developing Better Measures of Marketing Constructs 1992Information Systems Success: The Quest for the Dependent Variable 1989LISREL 7 : user's reference guide 1983Development of a Tool for Measuring and Analyzing Computer User Satisfaction 1994Market Information Processing and Organizational Learning 1998A Communication-Based Marketing Model for Managing Relationships

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2019Social performance of the company 2021B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings

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2007Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectivenessarticle · 17 shared references 2006A Longitudinal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performancearticle · 11 shared references 2008High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanismsarticle · 10 shared references 2015The influence of sales force technology use on outcome performancearticle · 10 shared references 2009Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customersarticle · 8 shared references 2002The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationshipsarticle · 8 shared references

Details

Year2014

Typechapter

Published2014-10-29

VenueDevelopments in marketing science: proceedings of the Academy of Marketing Science

ISSN-L2363-6165

Languageen

Citations29

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1007/978-3-319-11927-4_62

openalex_workW603243622

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