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The Effect of Information Technology on Salesperson Performance
16 references·2 citing·40 second hop
The Effect of Information Technology on Salesperson Performance (2014)The Effect of Information Technology on S…Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance (1998)Some Possible Antecedents and…A Communication-Based Marketing Model for Managing Relationships (1998)A Communication-Based Marketi…Market Information Processing and Organizational Learning (1994)Market Information Processing…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Information Systems Success: The Quest for the Dependent Variable (1992)Information Systems Success: …Basics of Qualitative Research: Grounded Theory Procedures and Techniques. (1992)Basics of Qualitative Researc…A Model of Marketing Knowledge Use within Firms (1992)A Model of Marketing Knowledg…Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset (1991)Marketing in an Information-I…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…A Theory of the Effects of Advanced Information Technologies on Organizational Design, Intelligence, and Decision Making (1990)A Theory of the Effects of Ad…LISREL 7 : user's reference guide (1989)LISREL 7 : user's reference g…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Development of a Tool for Measuring and Analyzing Computer User Satisfaction (1983)Development of a Tool for Mea…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings (2021)B to B Sellers’ Skill Level i…Social performance of the company (2019)Social performance of the com…Pragmatics of Human Communication (1975)Consumer Research and Semiotics: Exploring the Morphology of Signs, Symbols, and Significance (1986)Price and Advertising Signals of Product Quality (1986)Communication and Control Processes in the Delivery of Service Quality (1988)Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration (2001)Measures of Perceived Interactivity: An Exploration of the Role of Direction of Communication, User Control, and Time in Shaping Perceptions of Interactivity (2002)Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Exploration and Exploitation in Organizational Learning (1991)The Capabilities of Market-Driven Organizations (1994)Organizational Learning: A Theory of Action Perspective (1997)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)Learning orientation, firm innovation capability, and firm performance (2002)Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s. (1964)Development of an Instrument to Measure the Perceptions of Adopting an Information Technology Innovation (1991)Task-Technology Fit and Individual Performance (1995)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Significance tests and goodness of fit in the analysis of covariance structures. 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1992Basics of Qualitative Research: Grounded Theory Procedures and Techniques.29,249 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1992Information Systems Success: The Quest for the Dependent Variable10,674 cited
  • 1989LISREL 7 : user's reference guide6,783 cited
  • 1983Development of a Tool for Measuring and Analyzing Computer User Satisfaction2,543 cited
  • 1994Market Information Processing and Organizational Learning1,536 cited
  • 1998A Communication-Based Marketing Model for Managing Relationships1,236 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 1990A Theory of the Effects of Advanced Information Technologies on Organizational Design, Intelligence, and Decision Making1,150 cited
  • 1991Marketing in an Information-Intensive Environment: Strategic Implications of Knowledge as an Asset990 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited

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  • 1998Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance869 cited
  • 1992A Model of Marketing Knowledge Use within Firms696 cited
  • Cited by

    • 2019Social performance of the company33 cited
    • 2021B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings20 cited