Sales technology orientation, information effectiveness, and sales performance

Journal of Personal Selling and Sales Management

Volumn 26, Issue 2, 2006, Pages 95-113

  Hunter, Gary K ^a   Perreault Jr , William D ^b  

^a FLORIDA INTERNATIONAL UNIVERSITY   (United States)

^b UNIVERSITY OF NORTH CAROLINA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33745040286     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134260201     Document Type: Article

References (70)

1. Adams, J. Stacey (1976), "The Structure and Dynamics of Behavior in Organizational Boundary Roles," in Handbook of Industrial and Organizational Psychology, Marvin D. Dunnette, ed., Chicago: Rand McNally, 1175-1199.
2. Ahearne, Michael J., Ronald Jelinek, and Adam Rapp (2005), "Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors," Industrial Marketing Management, 34 (May), 379-388.
3. Ahearne, Michael J., Narasimhan Srinivasan, and Luke Weinstein (2004), "Effect of Technology on Sales Performance: Progressing from Technology to Technology Usage and Consequences," Journal of Personal Selling & Sales Management, 24, 4 (Fall), 297-310.
4. Anderson, James C., and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin, 103 (May), 411-423.
5. Anderson, Rolph E. (1996), "Personal Selling and Sales Management in the New Millennium," Journal of Personal Selling & Sales Management, 76 (November-December), 5-15.
6. Bagozzi, Richard P. (1984), "A Prospectus for Theory Construction in Marketing," Journal of Marketing, 48, 1 (Winter), 11-29.
7. Bagozzi, Richard P., and Youjae Yi (1988), "On the Evaluation of Structural Equation Models," Journal of the Academy of Marketing Science, 16 (Spring), 74-94.
8. Behrman, Douglas N., and William D. Perreault, Jr. (1982), "Measuring the Performance of Industrial Salespersons," Journal of Business Research, 10 (September), 355-369.
9. Behrman, Douglas N., and William D. Perreault, Jr. (1984), "A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons," Journal of Marketing, 48 (Fall), 9-21.
10. Bentler, Peter M., and Chih-Ping Chou (1988), "Practical Issues in Structural Modeling," in Common Problems/Proper Solutions: Avoiding Error in Quantitative Research, J. Scott Long, ed., Newbury Park, CA: Sage, 161-192.
11. Bharadwaj, Anandhi S., Sundar G. Bharadwaj, and Benn R. Konsynski (1999), "Information Technology Effects on Firm Performance as Measured by Tobin's q," Management Science, 45 (July), 1008-1024.
12. Bollen, Kenneth A. (1989), Structural Equation Modeling with Latent Variables, New York: John Wiley & Sons.
13. Bollen, Kenneth A., and Robert A. Stine (1993), "Bootstrapping Goodness-of-Fit Measures in Structural Equation Models," in Testing Structural Equation Models, Kenneth A. Bollen and J. Scott Long, eds., Newbury Park, CA: Sage, 111-135.
14. Bone, Paula F., Subhash Sharma, and Terrence A. Shimp (1989), "A Bootstrap Procedure for Evaluating Goodness-of-Fit Indices," Journal of Marketing Research, 26, 1 (February), 105-112.
15. Brown, Steven P., and Robert A. Peterson (1993), "Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects," Journal of Marketing Research, 30 (February), 63-77.
16. Cannon, Joseph P., and William D. Perreault, Jr. (1999), "Buyer-Seller Relationships in Business Markets," Journal of Marketing Research, 36 (November), 439-460.
17. Churchill, Gilbert A., Neil M. Ford, Steven W. Hartley, and Orville C. Walker, Jr. (1985), "The Determinants of Salesperson Performance," Journal of Marketing Research, 22 (May), 103-118.
18. Collins, Robert H. (1984), "Artificial Intelligence in Personal Selling," Journal of Personal Selling & Sales Management, 4, 1 (May), 58-66.
19. Collins, Robert H. (1985), "Enhancing Spreadsheets for Increased Productivity," Journal of Personal Selling & Sales Management, 5, 2 (November), 79-81.
20. Collins, Robert H. (1989), "Unleash the Power of Desktop Presentations," Journal of Personal Selling & Sales Management, 9, 1 (Spring), 70-75.
21. Comer, James M. (1981-82), "Invited Essay: Sales Management and the Computer: Prospects for the 1980's," Journal of Personal Selling & Sales Management, 2, 1 (Fall-Winter), 6-9.
22. Crask, Melvin R., and William D. Perreault, Jr. (1977), "Validation of Discriminant Analysis in Marketing Research," Journal of Marketing Research, 14 (February), 60-68.
23. Cravens, David W., Thomas N. Ingram, Raymond W. LaForge, and Clifford E. Young (1993), "Behavior-Based and Outcome-Based Salesforce Control Systems," Journal of Marketing, 57 (October), 47-59.
24. Davis, Fred D. (1989), "Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology," MIS Quarterly, 13 (September), 319-340.
25. Efron, Bradley (1979), "Bootstrap Methods: Another Look at the Jackknife," Annals of Statistics, 7 (1), 1-26.
26. Efron, Bradley (2000), "The Bootstrap and Modern Statistics," Journal of the American Statistical Association, 95, 452 (December), 1293-1296.
27. Erffmeyer, Robert C., and Dale A. Johnson (2001), "An Exploratory Study of Sales Force Automation Practices: Expectations and Realities," Journal of Personal Selling & Sales Management, 21, 2 (Spring), 167-175.
28. Evans, Kenneth R., and John L. Schlacter (1985), "The Role of Sales Managers and Salespeople in a Marketing Information System," Journal of Personal Selling & Sales Management, 5, 2 (November), 49-58.
29. Fan, Xitao, and Lin Wang (1998), "Effects of Potential Confounding Factors on Fit Indices and Parameter Estimates for True and Misspecified SEM Models," Educational and Psychological Measurement, 58 (October), 701-735.
30. Fang, Eric, Kenneth R. Evans, and Shaoming Zou (2005), "The Moderating Effect of Goal-Setting Characteristics on the Sales Control Systems-Job Performance Relationship," Journal of Business Research, 58 (September), 1214-1222.
31. Fang, Eric, Robert W. Palmatier, and Kenneth R. Evans (2004), "Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China," Journal of the Academy of Marketing Science, 32 (2), 188-202.
32. Fornell, Claes, and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error," Journal of Marketing Research, 18 (February), 39-50.
33. Johnston, Mark W., and Greg W. Marshall (2005), Relationship Selling and Sales Management, Boston: McGraw-Hill Irwin.
34. Jones, Eli, Suresh Sundaram, and Wynne Chin (2002), "Factors Leading to Sales Force Automation Use: A Longitudinal Analysis," Journal of Personal Selling & Sales Management, 22, 3 (Summer), 145-156.
35. Jöreskog, Karl, and Dag Sörbom (2001), LISREL 8: User's Reference Guide, Chicago: Scientific Software International.
36. Kahn, Barbara E., and Leigh McAlister (1997), Grocery Revolution: The New Focus on the Consumer, Reading, MA: Addison-Wesley.
37. Kahn, Robert L., Donald M. Wolfe, Robert P. Quinn, J. Diedrick Snoek, and Robert A. Rosenthal (1964), Organizational Stress: Studies in Role Conflict and Role Ambiguity, New York: John Wiley & Sons.
38. Katz, Daniel, and Robert L. Kahn (1966), The Social Psychology of Organizations, New York: John Wiley & Sons.
39. Klompmaker, Jay E. (1980-81), "Incorporating Information from Salespeople into the Marketing Planning Process," Journal of Personal Selling & Sales Management, 1, 1 (Fall-Winter), 76-82.
40. Ko, Dong-Gil, and Alan R. Dennis (2004), "Sales Force Automation and Sales Performance: Does Experience and Expertise Matter?" Journal of Personal Selling & Sales Management, 24, 4 (Fall), 311-322.
41. Leigh, Thomas W., Ellen B. Pullins, and Lucette B. Comer (2001), "The Top Ten Sales Articles of the 20th Century," Journal of Personal Selling & Sales Management, 21, 3 (Summer), 217-227.
42. Liu, Annie H., and Mark P. Leach (2001), Developing Loyal Customers with a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople," Journal of Personal Selling & Sales Management, 21, 2 (Spring), 147-156.
43. Lucas, Henry C., Jr., and V.K. Spitler (1999), "Technology Use and Performance: A Field Study of Broker Workstations," Decision Sciences, 30, 2 (Spring), 291-311.
44. MacCallum, Robert C., and James T. Austin (2000), "Application of Structural Equation Modeling in Psychological Research," Annual Review of Psychology, 51, 201-236.
45. Menon, Anil, and P. Rajan Varadarajan (1992), "A Model of Marketing Knowledge Use Within Firms," Journal of Marketing, 56 (October), 53-71.
46. Morris, Michael G., and Viswanath Venkatesh (2000), "Age Differences in Technology Adoption Decisions: Implications for a Changing Work Force," Personnel Pychology, 53 (Summer), 375-403.
47. Oliver, Richard L. (1974), "Expectancy Theory Predictions of Salesmen's Performance," Journal of Marketing Research, 11 (August), 243-253.
48. Oliver, Richard L., and Erin Anderson (1994), "An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems," Journal of Marketing, 58 (October), 53-68.
49. Organ, Dennis W. (1971), "Linking Pins Between Organizations and Environments," Business Horizons, 14 (6), 73-80.
50. Parthasarathy, Madhavan, and Ravipreet S. Sohi (1997), "Sales-force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications," Journal of Business and Industrial Marketing, 12 (3-4), 196-208.
51. Pass, Michael W., Kenneth R. Evans, and John L. Schlacter (2004), "Sales Force Involvement in CRM Information Systems: Participation, Support, and Focus," Journal of Personal Selling & Sales Management, 24, 3 (Summer), 229-234.
52. Plouffe, Christopher R., Brian C. Williams, and Thomas W. Leigh (2004), "Who's on First? Stakeholder Differences in Customer Relationship Management and the Elusive Notion of 'Shared Understanding,"' Journal of Personal Selling & Sales Management, 24, 4 (Fall), 323-338.
53. Pullig, Chris, James G. Maxham, III, and Joseph F. Hair, Jr. (2002), "Salesforce Automation Systems: An Exploratory Examination of Organizational Factors Associated with Effective Implementation and Salesforce Productivity," Journal of Business Research, 55 (May), 401-415.
54. Schillewaert, Niels, Michael J. Ahearne, Ruud T. Frambach, and Rudy K. Moenaert (2005), "The Adoption of Information Technology in the Sales Force," Industrial Marketing Management, 34 (May), 323-326.
55. Shoemaker, Mary E. (2001), "A Framework for Examining IT-Enabled Market Relationships," Journal of Personal Selling & Sales Management, 21, 2 (Spring), 177-185.
56. Sörbom, Dag (1989), "Model Modification," Psychometrika, 54 (September), 371-384.
57. Speier, Cheri, and Viswanath Venkatesh (2002), "The Hidden Minefields in the Adoption of Sales Force Automation Technologies," Journal of Marketing, 66 (July), 98-111.
58. Spiro, Rosann L., and Barton A. Weitz (1990), "Adaptive Selling: Conceptualization, Measurement, and Nomological Validity," Journal of Marketing Research, 27, 1 (February), 61-69.
59. Sujan, Harish, Barton A. Weitz, and Nirmalya Kumar (1994), "Learning Orientation, Working Smart, and Effective Selling," Journal of Marketing, 58 (July), 39-52.
60. Swenson, Michael J., and Adilson Parrella (1992), "Cellular Telephones and the National Sales Force," Journal of Personal Selling & Sales Management, 12, 4 (Fall), 67-74.
61. Tanner, John F., Jr., and Shannon Shipp (2005), "Sales Technology Within the Salesperson's Relationships: A Research Agenda," Industrial Marketing Management, 34 (May), 305-312.
62. Teas, R. Kenneth (1981), "An Empirical Test of Models of Salespersons' Job Expectancy and Instrumentality Perceptions," Journal of Marketing Research, 18 (May), 209-227.
63. Thibaut, John W., and Harold H. Kelley (1959), The Social Psychology of Groups, New York: John Wiley & Sons.
64. Venkatesh, Viswanath, and Fred D. Davis (2000), "A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies," Management Science, 46 (February), 186-204.
65. Vroom, Victor H. (1964), Work and Motivation, New York: John Wiley & Sons.
66. Walker, Orville C., Jr., Gilbert A. Churchill, Jr., and Neil M. Ford (1977), "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, 14 (May), 156-168.
67. Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), "Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness," Journal of Marketing, 50 (October), 174-191.
68. Widmier, Scott M., Donald W. Jackson, Jr., and Deborah Brown McCabe (2002), "Infusing Technology into Personal Selling," Journal of Personal Selling & Sales Management, 22, 3 (Summer), 189-198.
69. Zablah, Alex R., Danny N. Bellenger, and Wesley J. Johnston (2004), "Customer Relationship Management Implementation Gaps," Journal of Personal Selling & Sales Management, 24, 4 (Fall), 279-295.
70. Zoltners, Andris A., Prabhakant Sinha, and Greggor A. Zoltners (2001), The Complete Guide to Accelerating Sales Force Performance, New York: AMACOM.