Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research

Article Abstract:

A conceptual framework for understanding the contexts in which team learning occurs and the impact of team learning on team effectiveness along with research propositions that provide for further examinations of team learning are presented. Sales team learning is impacted by team members' perceptions of the organization's readiness for change and is related to a variety of sales outcomes.

Management dynamics, Analysis, Management, Work groups, Teamwork (Workplace), Company business management, Sales personnel, Salespeople, Team learning approach in education, Collaborative learning

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An empirical investigation of technology acceptance in a field sales force setting

Article Abstract:

The concept of technology acceptance in a field sales setting and its link with the outcome measures of adaptive selling and job performance of salespeople is examined. The results give evidence that behavioral intensions to use technology positively affect salesperson performance through enhanced propensity to practice adaptive selling.

United States, Science & research, Sales Management, Research, Technology application, Sales force automation

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