Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness

International Journal of Research in Marketing

Volumn 24, Issue 4, 2007, Pages 336-349

  Ahearne, Michael ^a   Hughes, Douglas E ^a   Schillewaert, Niels ^b  

^a UNIVERSITY OF HOUSTON   (United States)

^b VLERICK BUSINESS SCHOOL   (Belgium)

Author keywords

Operational CRM; Performance; Sales productivity; SFA usage; Targeting

Indexed keywords

EID: 36048943987     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2007.09.003     Document Type: Article

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