Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople
Article Abstract:
The factors affecting sales force automation (SFA) technology usage by salespeople are analyzed by proposing a model that examines the consequences of task complexity on role perceptions and technology usage and understanding the negative repercussions of SFA technology on the user. The results indicate that integration of SFA technology induces adverse role perceptions in salespeople.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
User Contributions:
Comment about this article or add new information about this topic:
Sales technology within the salesperson's relationships: A research agenda
Article Abstract:
The impact of sales technology on sales and sales management is examined from the perspectives of sales person, the field sales manager, the sales executive and the customer. The needs and evaluations of technology change depending on the functional position and viewpoint and thus a research agenda are provided that reflects these different perspectives.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
User Contributions:
Comment about this article or add new information about this topic:
Antecedents and consequences of CRM technology acceptance in the sales force
Article Abstract:
The factors that lead to the effective acceptance of CRM technology and the impact of its implementation on the individual sales representative performance are examined. The limitations and suggestions for future research are provided.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Sauces of Choice Low Carb Dressing. Weight Watchers From Heinz Jacket Wedges Potatoes
- Abstracts: NZ backs ban on bottom trawling. New strategy cuts 18 stocks. NZ probes foreign claims of brutality
- Abstracts: Takeover of VNU to begin with explanation of price. Shareholders urge 3-way split of VNU. VNU weighs big moves to get its prize
- Abstracts: Goldman transfer adds to evidence street is losing ground to London. Schroder to advise Rothschild Group
- Abstracts: European shares fall, led by airlines, autos. Dividend stocks haven't caught investors' fancy