ICT adoption and moderating effects of institutional factors on salesperson's communication effectiveness: A contingency study in high-tech industries

Technovation

Volumn 25, Issue 8, 2005, Pages 909-927

  Lapierre, Jozée ^a   Denier, Arnaud ^a  

^a Ecl Polytech De Montreal ^*  (Canada)

Author keywords

Contingency; Information and communication technologies; Organization; Sales force

Indexed keywords

CORRELATION METHODS; DATA ACQUISITION; NETWORK PROTOCOLS; SIGNAL FILTERING AND PREDICTION; SOCIETIES AND INSTITUTIONS; TECHNOLOGY TRANSFER; TELECOMMUNICATION LINKS;

CONTINGENCY; INFORMATION AND COMMUNICATION TECHNOLOGIES; ORGANIZATION; SALES FORCE;

SALES;

EID: 13244270082     PISSN: 01664972     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.technovation.2004.01.012     Document Type: Article

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