Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors

Industrial Marketing Management

Volumn 34, Issue 4 SPEC ISS., 2005, Pages 379-388

  Ahearne, Michael ^a   Jelinek, Ronald ^b   Rapp, Adam ^c  

^a UNIVERSITY OF HOUSTON   (United States)

^b PROVIDENCE COLLEGE   (United States)

^c UNIVERSITY OF CONNECTICUT   (United States)

Author keywords

Job performance; Salespeople; Support; Technology; Training

Indexed keywords

EID: 17844370244     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2004.09.020     Document Type: Article

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