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Sales Technology Applications : The Acquisition and Use of Sales Force Automation by Mid-Sized Manufacturers
11 references·7 citing·43 second hop
Sales Technology Applications : The Acquisition and Use of Sales Force Automation by Mid-Sized Manufacturers (1999)Sales Technology Applications : The Acqui…Diffusion of Innovations 1 (2019)Diffusion of Innovations 1Promises, hopes, and hyperbole: adoption of new information technologies (1995)Promises, hopes, and hyperbol…Salesperson Evaluation: A Systematic Structure for Reducing Judgmental Biases (1991)Salesperson Evaluation: A Sys…Using Drama to Persuade (1989)Using Drama to PersuadeSalesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989)Salesforce Compensation: An E…Buying Group Structure: Constriction at the Top (1987)Buying Group Structure: Const…The productivity paradox (1986)The productivity paradoxExploring marketing research (1982)Exploring marketing researchA Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Prediction of Consumer Innovators: Application of Multiple Discriminant Analysis (1968)Prediction of Consumer Innova…Diffusion of Innovations (1963)Diffusion of InnovationsConceptualizing an integrative typology of sales enablement strategy (2024)Conceptualizing an integrativ…Sales technology research: a review and future research agenda (2023)Sales technology research: a …The role of lead management systems in inside sales performance (2019)The role of lead management s…Investigating the Moderating Effects of Perceived Technological Change on Sales Force Acceptance (2018)Investigating the Moderating …Being useful: How information systems professionals influence the use of information systems in enterprises (2018)Being useful: How information…Allocation of Salespeople's resources for generating new sales opportunities across four types of customers (2017)Allocation of Salespeople's r…Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry (2012)Performance Implications of C…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 of Variables Inherent in Adopting an Industrial Product (1973)The Adoption and Diffusion of New Industrial Products: A Literature Review (1983)Determinants of Innovative Durables Adoption (1988)The Theory of the Leisure Class (2009)Story and Discourse: Narrative Structure in Fiction and Film (1979)The Value of Narrativity in the Representation of Reality (1980)Actual Minds, Possible Worlds. 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References

  • 2019Diffusion of Innovations 137,320 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1963Diffusion of Innovations6,675 cited
  • 1982Exploring marketing research1,030 cited
  • 1989Using Drama to Persuade420 cited
  • 1986The productivity paradox334 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation142 cited
  • 1987Buying Group Structure: Constriction at the Top129 cited
  • 1968Prediction of Consumer Innovators: Application of Multiple Discriminant Analysis101 cited
  • 1991Salesperson Evaluation: A Systematic Structure for Reducing Judgmental Biases35 cited
  • 1995Promises, hopes, and hyperbole: adoption of new information technologies8 cited

Cited by

  • 2012Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry63 cited
  • 2019The role of lead management systems in inside sales performance62 cited
  • 2023Sales technology research: a review and future research agenda61 cited
  • 2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers

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35 cited
  • 2018Investigating the Moderating Effects of Perceived Technological Change on Sales Force Acceptance18 cited
  • 2024Conceptualizing an integrative typology of sales enablement strategy14 cited
  • 2018Being useful: How information systems professionals influence the use of information systems in enterprises11 cited